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Webinars
Dimensions of Discovery – Webinar Recording Available Now
Does one size of discovery fit all prospects? Nope! A surprising number of dimensions impact your discovery effectiveness, beginning with your very first contact
Upcoming Webinar: How Much Discovery Is Enough – Or Too Much?
Join us on Wednesday November 8 at 11:00 Pacific Time as we explore a number of intriguing and surprisingly important discovery parameters, based on
Webinar Recording – “Discovery Masterclass”
Peter Cohan joined Julien Emery of Superpanel for this delightful discussion: Why discovery? What is discovery? Common questions/challenges, including What if a prospect doesn’t
Interview: The importance of Discovering Critical Business Issues
Listen to the recent interview of Peter Cohan by Tom Meerstadt of Cuvama where he shares practical tips to avoid “No Decision” outcomes. They explored:
Lit Fest Recording: Reduce Your No Decision Outcomes – The Single Largest Waste of Sales Teams’ Time
On average, 45% of all forecasted opportunities result in No Decision outcomes. This means that nearly half the time spent working sales opportunities is
How Much of Your Time Is Wasted in No Decision Outcomes?
Sadly, if you are in B2B sales or presales, an average of 45% of your time is wasted in sales opportunities that go… nowhere!
Reduce Your “No Decision” Outcomes – The Single Largest Waste of Sales Teams’ Time
On average, 45% of all forecasted opportunities result in No Decision outcomes. This means that nearly half the time spent working sales opportunities is
DEMOFEST Recordings
Recordings are now available from the DEMOFEST sessions – many thanks to the fine folks at Consensus who facilitated the entire conference! Here are
Webinar Recording: Overcoming Sales Objections – Why Many Sales Objections Shouldn’t NEED to Be Overcome
You can find this 1-hour recording here! The actual webinar begins about 4.5 minutes into the recording. “Help me understand how to handle customer
“In the Hotseat” Discovery Recording
The recording is now available from this intriguing 47-minute discussion of Doing Discovery. I joined co-hosts Michael Fauscette and Pete Smith as they put me “In the Hot
2022 SE Trends Series Interview
Natasja Bax, Great Demo! EMEA Partner, joined Navattic for Episode 6 of the 2022 SE Trends Series. They discussed:
Webinar Recording: Discovery on the Fly? Some Plane Thinking
The temptation can be strong to try Discovery on the Fly, particularly when the prospect initiates an inbound lead by clicking the “Book a
Webinar: Create Deal Velocity with Vision Generation Demos!
An underutilized and remarkably effective technique, Vision Generation Demos have proven to be the crisp cure for stunningly awful Harbor Tours, cutting to the
Upcoming Webinar – How Buyer Enablement is Changing Discovery
How many of us have actually purchased enterprise software? How can we, as vendors, enable both novice and experienced buyers to make their buying
Gondola.ai Discovery Video Interview
You’ll note that the conversation includes many of the key discovery elements introduced in Doing Discovery. You can find this 27-minute interview here!
Upcoming Webinar – The Science of Doing Discovery
Great Demo!'s Peter Cohan will be joining the fine folks at Demoleap to discuss more about the Doing Discovery methodology, and how Demoleap helps
Webinar Recording: Storytelling and Demos
What makes an engaging story? How do you use stories in your demos in a way that connects to your audience?
Webinar Recording: Rescue From the Tyranny of Traditional Demos
You may be suffering from the tyranny, the terror, and the trap of traditional demos...
Paul’s Practical Presales Partnering Principles – Pragmatic, Practiced, and Proven!
Great Demo!’s Paul Pearce joined Patrick Pissang for this impromptu, but extremely insightful discussion of real-life presales-sales partnering. There are some really excellent ideas
Upcoming Webinar: A Perfect Demo Environment – Revealed!
We’ll be exploring: Stop Apologizing, Include Problems, Don't Call It a Demo, Personalize, Customize!
Upcoming Webinar: Are You Using No-touch, Low-touch, and Ignition Demos to Your Advantage?
Ignoring passive “just browsing” buyers may cause you to jeopardize tomorrow’s prospects...
DEMOFEST 2022 Sessions Recordings – Full Access
Good news! The fine folks at Consensus have made all of the DEMOFEST sessions easily accessible here, whether you registered previously or not.
Webinar Recording: The Evolution of PreSales with Natasja Bax
Vivun hosted this event – you can find the recording here...
Webinar Recording: How to Truly Engage Customers During Product Demos
We explored best (and worst!) practices for driving interactivity in demos delivered over the web.
Webinar Recording: Anatomy of a Discovery Conversation
In which we will actually perform an unrehearsed discovery call, following our discovery methodology, with “call outs” from time to time to highlight and