The temptation can be strong to try Discovery on the Fly, particularly when the prospect initiates an inbound lead by clicking the “Book a Demo” button. After all, they want to see a demo, right? We’ll just ask them a few questions along the way…
An underutilized and remarkably effective technique, Vision Generation Demos have proven to be the crisp cure for stunningly awful Harbor Tours, cutting to the chase and saving tremendous time for both vendors and prospects. When should they be used? How are they delivered? How are they constructed?
How many of us have actually purchased enterprise software? How can we, as vendors, enable both novice and experienced buyers to make their buying and value realization processes as frictionless and successful as possible? What is the role of discovery in supporting these efforts?
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 to support a structured, consistent approach:
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 here!
In which we will actually perform an unrehearsed discovery call, following our discovery methodology, with “call outs” from time to time to highlight and explain key elements, skills, and principles. This won’t be your standard webinar!
Great Demo!’s Peter Cohan joined Brett Crane, VP of PreSales at Vivun, for a conversation on “how to execute evaluations with better outcomes while protecting your time and resources”.
Great Demo!’s Peter Cohan joined the fine folks at Cuvama for this webinar on doing discovery and communicating value…
“Our job is to make you fabulously successful…!” proclaims a senior presales leader to her sales counterparts. But how do we make this a win-win-win scenario for sales, presales, and customers?
“We found the origins stories [about the methodology and the book] interesting, but the next sections were particularly useful, as you described and developed many of the Great Demo! key ideas. The segment on Vision Generation Demos clarified my understanding and your discussion of Technical Proof Demos is an excellent introduction for new people and a great refresher for our Workshop graduates.”
How do you satisfy your prospect’s desire to see a demo without inflicting them with a Harbor Tour? How can you move them (gently, but firmly) into a discovery conversation in the same call? Is it possible to do both and even offer a reasonable focused demo as well?
Intriguing Webinar: “Change Before You Have To: Leading the Presales Transformation Inside Your Organization”
This should be an insightful discussion! Join Adam Freeman, Garin Hess, Freddy Mangum and Great Demo!’s own Peter Cohan in this conversation about life, liberty and the pursuit of positive change in presales organizations.
Virtual audiences are notoriously passive during demos. Blank faces stare back at you. Your questions go unanswered. As an SE, hearing only your own voice is painful and rarely leads to a successful outcome. In this session you’ll learn subtle shifts and hard tactics that encourage greater customer interaction and engagement in your virtual demos.