Peter Cohan

Success-Ready Leads: A Provocative Definition of “Qualified Lead” Based on Customer Success Parameters ...

Here’s a novel idea:  Front-load your pipeline with prospects that are most likely to succeed! How?  Consider filtering and qualifying prospects based on expected outcomes – how closely do prospects compare with existing customers who are ...

The Advantages of Being the Incumbent Vendor

The Advantages of Being the Incumbent Vendor – And Its Impact on Managing Competition, Renewals and Expansion Sales “Get their data, and their hearts and minds will follow” Michael Cusumano, The Business of Software Let’s explore some of the advanta...

Lunch and Learn Demos

Lunch and Learn demo meetings are terrific vehicles for securing renewals and driving expansion.   For those who are unfamiliar, these sessions are typically presented by presales or customer success folks to existing user populations or to mix...

Why DID They Buy? – Fabulous Fuel for Sales, Presales and Customer...

Here’s a novel idea:  Go visit your new customers a few months after they purchased your software and well after they have deployed it into production use.  Ask them, “How are you using our software? &nbsp...

Demo “Storylines”: The Journey, The Destination, or Both

  Many software vendors talk about “The Journey” or “The Customer’s Journey” as a storyline for their demos.  We need to ask ourselves, however, what is important to the customer?   Is it really the Journey or is it the Destination – or ...

The Zoom Scan – What It Is, Why It Is Important, and How to...

  Translating Face-to-Face Meeting Audience Scans to the Web   Many presales and salespeople report that they find it difficult to consume and act on the various inputs when presenting demos and presentations over the web using Zoom and sim...

Ignition Demos – A Rather Huge Unmet Need and Opportunity

Synopsis   Prospects that are “Just Browsing” are underserved in traditional sales approaches yet consume valuable and expensive presales resources.   We propose:   1.     A new type of Vision Generation Demo:&nbsp...

Presales Tools Tools Tools!

Here are a handful of emerging and established tools – either created specifically for presales and/or having terrific application for presales folks.  We are listing each with text from the vendor followed by a few of our comments.  Enjoy...

Stunningly Awful Web “Overview” Demos – The Gruesome Anatomy of a Traditional...

In which we identify a number of common challenges with “overview” demos – and offer solutions.    [Warning – graphic and potentially painful content ahead…!]   1-Hour Web “Overview” Demo Timeline   Here’s the rough but strangely ...

The Surprising Road(s) to Demo and Presales Mastery

This article explores the road(s) towards demo and presales mastery – and may change your perceptions whether you are experienced or new to the discipline.    Ask yourself, honestly:  where am I in my journey to demonstration and pres...

Stunningly Awful Demos – The 2020 Great Demo! Top Ten List of What NOT...

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...

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…

New Posts