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Author Archive | Peter Cohan

Let’s Talk About Value – Uncovering the Delta

Blog post by on March 22, 2014

To paraphrase Mark Twain’s comment about the weather, everyone talks about value, but very few people actually do something about it.  Clearly value is important:  Insufficient perception of value is one of the three main reasons that …

Frightening Statistics on Doing Discovery

Blog post by on March 8, 2014

I’ve done some informal interviews with heads of sales and presales recently and uncovered the following, rather consistent statements: – Heads of sales and presales tell me that about 10% of their teams actually do Discovery very …

Presales Anxiety – Not Knowing All of the Answers…

Blog post by on February 28, 2014

Many presales people share concerns about being sufficiently deep with respect to product knowledge (and industry knowledge, and customer knowledge, and competitor knowledge, and 3rd party knowledge, and systems knowledge, and VM’s and laptops and tablets and …

Land and Expand Great Demo! Tactics

Blog post by on February 18, 2014

Here are a number of Great Demo! tactics that folks have reported have been working particularly well for teams doing “Land and Expand”: – Transition Vision and tracking through Value Realization: Customers will only expand their licenses …

Transition Vision and Value Realization

Blog post by on January 27, 2014

Have you ever made a major software purchase? What happened the moment you issued that purchase order – and when was that pressure finally released? Typical sales people pursue the process through getting the order. Good sales …

Twas the Night Before The Big Demo

Blog post by on December 23, 2013

Twas the Night Before The Big Demo (with apologies to Clement Clarke Moore) ‘Twas the night ‘fore the demo and all through the house Not a creature was stirring, ‘cept my SC and his mouse; I’d proposed …