NEWS & EVENTS

See our Blog on the Resources pages for other news…

Doing Discovery Book Now Fully Available in

Paperback, Audiobook, and Kindle Formats

“This book is the book I never knew I needed to read!” – Adam Freeman, The Access Group

We are delighted to announce the full launch of Peter Cohan’s new book Doing Discovery, providing a methodology for a structured approach to doing discovery for B-to-B software. Doing Discovery is available in paperback, Audiobook, and Kindle versions.

For those interested in purchasing multiple copies for SKOs, QBRs or other events, please contact us for more information.

The book represents a significant departure from traditional methods and offers an opportunity to establish sustainable competitive advantages for those who implement the methodology.

Looking forward to hearing your experiences applying the ideas in practice!

 

Webinar Recording – How Buyer Enablement is Changing Discovery

You can find the recording here – enjoy!

How many of us have actually purchased enterprise software? What did we dislike about the process – what did we appreciate? 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? We’ll examine these topics and more, including the horrors of Lead Churn, in this session…!

Webinar Recording – The Science of Doing Discovery

Peter Cohan joined the fine folks at Demoleap to discuss more about the Doing Discovery methodology, and how Demoleap helps to support a structured, consistent approach:

“Demoleap’s Demo Master Class – Learn from the best in class how to craft, manage and deliver winning discovery and live demo calls.

We are kicking off our special sales master class live webinars with “The Science of Doing Discovery.” Peter Cohan (Founder of “Great Demo!” & the “The Second Derivative”) will share his best practices on how to prepare and utilize the most effective discovery playbook.”

You can find the recording here – enjoy! Note that the actual webinar begins about 4 minutes in. Enjoy!

SKO and QBR Sessions

At your next SKO or QBR, contemplate including a Great Demo! Seminar to stimulate thinking and begin the process of change or schedule a Great Demo! Workshop to train the team.  Seminars and Workshops can be face-to-face or delivered virtually.  Topics include:

  • Great Demo! Fundamentals
  • Hybrid Demo Meetings – Opportunities and Realities of Mixed Face-to-Face and Virtual Demos
  • Managing POCs and Evaluations (for Fun and Profit)
  • Storytelling and Demos
  • Vision Generation Demos – the Crisp Cure for Stunningly Awful Harbor Tours
  • Demos for Expansion and Renewals Scenarios
  • The Perfect Demo Environment
  • The Perfect Presales/Sales Partnership
  • Great Demo! Approaches for Enabling the Channel
  • Seven Levels of Discovery
  • Driving Interactivity in Virtual Demos
  • And More…

Contact us to discuss organizing a custom session for your team! 

 

Other News!

 

Great Demo! Certified Coaching Program

 We are delighted to announce that Kerry Sokalsky of Presales Mastery is now a Great Demo! Certified Coach – and has launched an innovative program for Great Demo! Workshop graduates.  This is a terrific opportunity to achieve superior execution of the Great Demo! methodology in a 1-on-1 setting:

Retention of even the best sales training can wane over time if not regularly practiced and reinforced.  Presales Mastery’s Great Demo! coaching program reiterates and builds on the concepts learned in Great Demo! Workshops by evaluating and coaching participants on their use and execution of Great Demo! practices in demos to actual prospects.  In doing so, clients both protect and augment their training investments.

 Participants are coached on multiple demos over a 3-month period using an online coaching platform (to share and retain feedback) and live coaching calls.  The coaching spans three primary areas:

  • Detailed Demo Feedback: 15-30 points of feedback that specifically target the greatest opportunities for improvement
  • The Great Demo! Performance Scorecard: Over 75 metrics track participant’s adherence and execution against the methodology taught in Great Demo! Workshops
  • The Presales Mastery Demo Performance Scorecard: 95 demo best practices metrics across 13 categories objectively measure each individual’s detailed performance and coaching progress, and allow for performance comparisons across the team

 Participants of the Great Demo! coaching program see enhanced retention and superior execution of the Great Demo! methodology over time as core concepts are reinforced and coached in the context of real-world demos delivered to prospects.  Clients’ improved demo performance typically results in win and deal progression rate improvements of 10%-20%.

 At the conclusion of the coaching program, detailed analyses of scorecard data are provided for each individual participant and the entire team, providing clients with blueprints for future enablement, and objective data for use in performance reviews and evaluations.”

 Contact Kerry for more details!

 

See our Blog on the Resources pages for more postings…

 

Great Demo! Public Workshops and Master Classes

Great Demo! Public Workshop opportunities now span the globe (well, nearly).  Registration and additional information for these sessions can be found as follows:

Our next EMEA Great Demo! Public Workshop is scheduled for November 8-9. This will be a face-to-face event, taking place in Amsterdam. You can find registration information here. Please contact Natasja Bax for additional details.

An EMEA “Level 2” (advanced) Great Demo! Virtual Public Workshop will take place December 4-6. This is planned to be a virtual event, facilitated over the web. Please contact Natasja Bax for more information.

 Our next North America Great Demo! Virtual Public Workshop is scheduled for November 21-23 – you can find registration information here. This will be a virtual event, facilitated over the web. Please contact Paul Pearce for additional details.

Other Possibilities:

  • Other Dates/Locations – Contact Peter Cohan if you have a desire for other dates and locations, or have questions.

Public Workshops are excellent opportunities for individuals, small groups or for teams that have new hires. They are typically 1.75-Day Workshops, with the first day focusing largely on core Great Demo! material and the second half or three-quarter day addressing more advanced topics and techniques.

 

Master Classes:

Public Master Classes bring your team’s demo and discovery skills to a truly outstanding level of practice:

– Take your team’s demos to the next level
– Develop high-performing Questioning and Discovery skills
– Master complex situations of multiple players and solutions
– Explore more challenging situations, beyond the “core” methodology
– Reward and provide incentive for your team overall

Master Classes are typically 1.5-Days in length.  Participants are expected to have completed a Great Demo! Workshop previously.

 

Great Demo! LinkedIn Group and User Community – Now Over 8000 Members – Wow!

 We have an active Great Demo! Group on LinkedIn – and you are welcome to join. There are now over 8000 members in the Group, many of whom are Doing Discovery and Great Demo! practitioners. We post topics and ideas for discussion, tips, and information on new tools. Group members are contributing their own thoughts, adding comments to existing dialogues and raising new topics.

We are working diligently to keep the Group as high-value a tool for the community as possible: Postings are monitored, members are vetted, and the Group is kept spam-free. We do encourage carefully selected job postings from vendors with openings (but not from recruiters) and individuals looking for new opportunities.

Think of the Group as an online Doing Discovery and Great Demo! User Community.

Great Demo! Book Accolades

Over 37,000 copies of Great Demo! have been purchased by readers around the world, to date (including over 3450 copies of the Amazon Audiobook). Additionally, the book has been awarded the Reader’s Choice designation (twice!) by the publisher. Authors earn the Reader’s Choice award after receiving the Editor’s Choice designation and achieving large sales volumes. In addition to paperback, Kindle, Nook and PDF versions, Great Demo! is also available in audiobook format from Amazon – please note that the voice in the Audiobook is not that of Peter Cohan (he reads the book too fast for a good recording)!  Our Blog and Articles (available on the Resources pages of this website) and Great Demo! LinkedIn Group are designed to provide an evergreen extension to the book – you are welcome to explore both – let us know if you’d like to see a 3rd edition to the book published.

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