Peter Cohan

Using Analogies and Metaphors (and More) in Demos

Well-crafted analogies and metaphors1 help our audiences remember the key ideas we present in our demos.  Some examples are very effective, others could be improved…  Let’s explore! Beyond Facts If you simply present your capability (a “...

The Million Dollar Demo and the Good Little Salesperson

Once upon a time, there was a software company, with a Good Little Salesperson.  One day, the Good Little Salesperson came across a customer that looked hungry for a solution – a solution that the salesperson knew his company could provide.&nbsp...

Thousands of Websites Offer “Book a Demo” – Should Another Option Be “Book a...

Think about it… Wouldn’t it be great to start the interaction with your customers with a conversation – or a substantial Discovery discussion – before offering a live demo?  -        Consider the time saved f...

COVID-19, Presales, and Leadership

Presales practitioners as leaders.  This is a critical time for presales folks to leverage their trusted advisor status to lead and guide our customers in operating and communicating over the web.  Let’s step up to this challenge! COVID-19 ...

Seven Habits for Stunningly Successful Demos

--> Here are seven demo success factors that lead to closed business.  We’ll discuss each of these briefly and, for current Great Demo! practitioners, we’ll note where they align with Great Demo! principles. The fine folks at Gong.io analyzed thousands millions of demos to uncover…

Great Demo! Remote Demos Best Practices

Want a horror story? I’ll give you a teaser:  The punchline is, “Nope, I’m good…” I do a lot of “prep” demos with my customers, asking them to present live demos to me over the web.  I was working with a customer and had seen…

The Great Demo! Top Ten List

Here are ten steps you can take to improve the success rates for your demos: 1.  Be clear on your Objectives for the demonstration. “It’s a HUGE opportunity” is not an objective…  It’s Hope – and Hope is not a strategy!   Why are you…

Staff vs. Manager vs. Exec Perspective – Avoiding the “Spaghetti Bowl” Demo

Most traditional demos seek to engage all customer job titles in the audience – rightfully so!  But timing is the question… Here’s a traditional demo recording I watched a few months ago: The presenter started by showing how to set up a few forms and…

A Story of LEGO Bricks, Software Demos, and Vision Generation

The wonderful thing about “toolkit” software offerings is that they can do so many things – the challenge is that the customer often doesn’t know what’s possible – they have no vision of a solution… The Set-up I was preparing for a Great Demo! Workshop…

A Humbling, Yet Valuable Lesson

I was delivering a Great Demo! Workshop last week in Europe to an international audience and during our first break, a woman came up to me and asked me to: Slow down a bit and Be a bit more careful with my choice of words.…

What’s the Value of Better Demos?

For the clueless, not a thing.  (Yes, there are those who believe their demos are just fine – no reason to change or improve.  Let them continue with that belief…!) But for those who are awake and aware, better demos are exceptionally valuable… On a…

How Would You Feel If…? A Hospital Example of Daily-use vs. Set-up Mode

--> Imagine you go to the hospital emergency room because you think you may have broken a bone in your arm… You arrive and: The ER admissions person greets you, but then takes you through a presentation of how the hospital was built, where the…

Rescue – From the Tyranny of Traditional Demos

Ask yourself: ·      Have you ever felt like you have far too much to show in a demo – and insufficient time to show it?  ·      Have you ever said, “I’d like this to be interactive…” but you don’t get many questions? ·      And when…

Stunningly Awful Sales Outcomes – the Opportunity That Just Wouldn’t Close

Getting Critical Dates from prospects is very often neglected, but is surprisingly significant…  There are typically three reasons why a sales opportunity goes to “No Decision”: Customer agrees there is a problem, but doesn’t perceive it as Critical Customer doesn’t see the Value There is…

Stunningly Awful Remote Demos – The Top Ten List of Inflicting Pain at a...

Would you like a horror story? I do a lot of “prep” demos with my customers, asking them to present live demos to me, over the web.  I had been working with a customer and had seen demos from two presales folks up to this...

What Can We Learn by Analyzing 67,439 Software Demos? – Some Surprising New Insights

What can we learn by analyzing 67,439 software demos?  A great deal…! Surprising Insight Number 1:  Traditional linear, end-to-end and overview demos are NOT a strategy for success. Surprising Insight Number 2:  The early portions of the demo should NOT be about the vendor or…

Stunningly Awful Demos – The Great Demo! Top Ten List of What NOT to...

Here’s a collection of poor tactics, bad errors and faulty steps you can take to increase the likelihood that your demo will be a failure.  We recommend that you avoid doing these things!  If your organization’s demos are not as successful as you might wish,...

Disasters Neatly Averted – Dealing with “Day-in-the-Life” Demos

A colleague once cynically commented, in response to a request for a “day-in-the-life” demo, “Give me a week and I can show you a day-in-the-life…”  Very clever, but still painful!  Day-in-the-life demos are challenging, so here are some Great Demo! principles you can apply...

Life, Liberty, and the Pursuit of Great Demo! Excellence

The following interview transcript offers some intriguing insights into demos, Great Demo! methodology, doing Discovery, and offers some potentially surprising (and highly useful) recommendations for coaching to improve demo skills.  Enjoy! Refract Interviewer:  Tell us a little bit about Second Derivative, Peter, and what Great...

Some Insights into Challenger…

A number of people have commented that “we don’t need to do Discovery” when using the Challenger sales methodology…  They are wrong! The Challenger and Insight-oriented sales methodologies have largely come about, I believe, because marketing has failed to accomplish its job, in many organizations....

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