ES 
EN GREAT DEMO!
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Do’s and Don’ts: Fabulous Framing for Founders!
Demos, Discovery, and Business Growth: “Peter E. Cohan shares how storytelling, sales strategy, and business thinking drive real growth. Learn how to communicate value, ...
Dimensions of Discovery – Just One More!
If I can get you to explore just one additional discovery dimension that results in information that leads to a win – you just ...
Discovery and Demos Across the Technology Adoption Curve – Part 8: Laggards and Final Thoughts
If you’ve been keeping track (and I’m sure you have!), the remaining 16% of the population are Laggards. Don’t even bother trying to sell ...
Discovery and Demos Across the Technology Adoption Curve – Part 7: Moving into the Majority
Innovators and Early Adopters comprise about 16% of the overall population – that’s about one in every six companies. They typically purchase just enough ...
Discovery and Demos Across the Technology Adoption Curve – Part 6: In Which Category Is Your Prospect?
How can you tell if your prospect is an Innovator, Early Adopter, Early or Late Majority, or Laggard? Amazingly, sometimes all you have to ...
Discovery and Demos Across the Technology Adoption Curve – Part 5: What About Discovery?
The type and amount of discovery required changes as you progress across the curve and can provide clues as to your position in or ...
Discovery and Demos Across the Technology Adoption Curve – Part 4: Proof and the Majority
Majority prospects need to see concrete solutions to their problems. They don’t react strongly to vision-of-the-future pitches. In many cases, you not only need ...
Discovery and Demos Across the Technology Adoption Curve – Part 3: Into the Chasm!
As you rollout your ground-breaking new product, technology, or disruptive offering, Innovators and Early Adopters will make small purchases. You’ll enjoy rapid success with ...
Discovery and Demos Across the Technology Adoption Curve – Part 2: Insights into the Curve
Who do you know who experiments with every new phone and phone-like device? How about those who always buy the latest iPhone or ...
Discovery and Demos Across the Technology Adoption Curve – Part 1: A Story
We had recently released our new flagship software which embodied the latest cutting-edge technologies. We had great success selling it to some of our ...
“Want to Run a Free POC?”
I am surprised at how many software vendors offer a POC early in discussions with prospects. Not surprisingly, many of these organizations suffer from low ...
A New Metric for Discovery Call Effectiveness?
Reviewing Discovery Calls with AI Summaries A simple yet illuminating assessment! A quick assessment of noun-verb pairs or the first few words in each ...
How Chunking Improves Demos – Part 8: Pro Tip – Apply Inverted Pyramid!
“The inverted pyramid doesn’t bore the reader. It gives them what they want straight away.” – The Writing Cooperative Inverted Pyramid, developed ...
How Chunking Improves Demos – Part 7: Can You Improve Your Chunking Practices?
Of course! “Nature gave us one tongue and two ears so we could hear twice as much as we speak.” – Epictetus ...
How Chunking Improves Demos – Part 6: What IS a Good Chunk in a Demo?
“Never Eat Anything Bigger Than Your Head” – Bernard Kliban The steps required to complete a simple task is a good candidate for ...
How Chunking Improves Demos – Part 5: Attention Retention!
“It isn’t so astonishing, the number of things that I can remember, as the number of things I can remember that aren’t so.” – ...
How Chunking Improves Demos – Part 4: Ah… Refreshing!
“Success is a science; if you have the conditions, you get the result.” – Oscar Wilde The typical adult human can pay attention for ...
How Chunking Improves Demos – Part 3: Losing Attention!
“A college professor is someone who talks in someone else’s sleep.” The typical adult human can only pay attention for about ten minutes… ...
How Chunking Improves Demos – Part 2: Short Chunks and Pauses!
Does time play an important role in chunking? “You can have it all. Just not all at once.” – Oprah Winfrey Just ...
How Chunking Improves Demos
Bitesize Bits Are Better: Here’s Your First! “A wealth of information creates a poverty of attention.” – Herbert A. Simon Read this ...
Do You Read as Much as You Post?
“We have two ears and one mouth so that we can listen twice as much as we speak.” – Epictetus Here’s an intriguing ...
Cómo lidiar con el "¿Sólo enséñame una demo?" Siete métodos para pasar al descubrimiento
Con demasiada frecuencia, los clientes potenciales exigen: "¡Enséñame una demo...!", cuando sabemos que lo correcto es invertir, mutuamente, en una conversación de descubrimiento. Pero...
Preguntas de ampliación: una habilidad esencial para el descubrimiento
Your prospect admits, “It’s a manual process.” You reply, “Does it typically go smoothly? What happens when someone is on vacation?” “It’s a mess! ...
Suspending Disbelief: “Short Stories, Big Lessons”
You can learn the hard way or… “I’ve been a longtime fan of Peter Cohan, and Suspending Disbelief did not disappoint. He’s one of ...
Four Stages of Competence in Discovery
Where are you and your team? For example, are you aware of and apply the following skills? Ranging Probes Expansion Questions Biased Questions Provocative ...
Presales: What’s Your Cultural Ecotone?
“An ecotone is a transition area between two biological communities, where two communities meet and integrate.“ Picture this: A pelican crashes into the ocean ...
Presales Rising Star?
Whether you are in your first month, first year, or first decade, if you are pursuing best practices or establishing new ones you are ...