{"id":47210,"date":"2026-08-03T15:45:11","date_gmt":"2026-08-03T15:45:11","guid":{"rendered":"https:\/\/greatdemo.com\/?p=47210"},"modified":"2026-08-03T15:45:11","modified_gmt":"2026-08-03T15:45:11","slug":"dos-and-donts-fabulous-framing-for-founders","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/dos-and-donts-fabulous-framing-for-founders\/","title":{"rendered":"Do\u2019s and Don\u2019ts: Fabulous Framing for Founders!"},"content":{"rendered":"

Demos, Discovery, and Business Growth:<\/p>\n

\u201cPeter E. Cohan shares how storytelling, sales strategy, and business thinking drive real growth. Learn how to communicate value, build strong business cases, and position yourself as an expert.\u201d<\/p>\n

I joined Craig Sheets and \u201cBehind Closed Books\u201dfor this engaging and pragmatic discussion of founding and growing your business, including:<\/p>\n

00:00\u00a0\u00a0 Introduction<\/p>\n

03:30\u00a0\u00a0 Have you ever seen a bad software demo?<\/p>\n

04:00\u00a0\u00a0 Do the Last Thing First: The founding story\u2026!<\/p>\n

06:30\u00a0\u00a0 CRO\u2019s desired deliverables<\/p>\n

07:30\u00a0\u00a0 Flip your demos upside down!<\/p>\n

09:00\u00a0\u00a0 A demo horror story\u2026<\/p>\n

10:30\u00a0\u00a0 Buying a car: an analogy!<\/p>\n

12:00\u00a0\u00a0 CRM systems as examples of the challenge<\/p>\n

14:00\u00a0\u00a0 An illuminating conversation with a founder<\/p>\n

15:00\u00a0\u00a0 Presenting information using Inverted pyramid<\/p>\n

19:00\u00a0\u00a0 How demos change based on job titles<\/p>\n

22:30\u00a0\u00a0 Pain\u2026 and a tale of two doctors<\/p>\n

27:30\u00a0\u00a0 \u201cBut you already know their workflow\u2026\u201d<\/p>\n

30:00\u00a0\u00a0 Uniqueness, culture, and discovery<\/p>\n

32:30\u00a0\u00a0 How much proof is needed?<\/p>\n

36:00\u00a0\u00a0 What is the least expensive form of proof?<\/p>\n

41:00\u00a0\u00a0 Introducing\u2026 Buyer Enablement!<\/p>\n

41:30\u00a0\u00a0 The horrors of lead churn<\/p>\n

43:30\u00a0\u00a0 Experienced vs inexperienced buyers<\/p>\n

47:00\u00a0\u00a0 Anticipating your buyer\u2019s needs<\/p>\n

50:00\u00a0\u00a0 My favorite discovery question!<\/p>\n

51:30\u00a0\u00a0 Automated demos \u2013 avoiding harbor tours<\/p>\n

53:30\u00a0\u00a0 Automated demos and Vision Generation<\/p>\n

54:30\u00a0\u00a0 Wrap up!<\/p>\n

You can find the full recording aqu\u00ed<\/a> - \u00a1Que aproveche!<\/p>","protected":false},"excerpt":{"rendered":"

Demos, Discovery, and Business Growth: \u201cPeter E. Cohan shares how storytelling, sales strategy, and business thinking drive real growth. Learn how to communicate value,<\/p>","protected":false},"author":2,"featured_media":47211,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[9],"tags":[7,27],"class_list":["post-47210","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-growth_development","tag-blog","tag-infographics"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/47210","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=47210"}],"version-history":[{"count":2,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/47210\/revisions"}],"predecessor-version":[{"id":47213,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/47210\/revisions\/47213"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/47211"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=47210"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=47210"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=47210"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}