Great Demo! Terminates Relationship with PreSales Collective/PreSales Academy

I am sad to report that I have terminated my partnership with the Presales Academy and the Presales Collective. I do not agree with their program, their directions, or their principles.

- Peter Cohan

Lead Limbo? – Burning Presales Podcast

 

“How do you qualify good prospects and deal with people 'just browsing'?”

Peter Cohan once again joined Consensus’ Aaron Janmohamed in this 12-minute conversation. We covered:

• What is a qualified lead?
• How do you distinguish between a lead that is in an active buying process vs. those who are just browsing?
• Avoiding Lead Churn
• Vision Generation Demos – examples with Legos and cooking shows

Browse this podcast for yourself here!

Burning Presales Podcast – Discovering Discovery

 

What exactly is good discovery and why is understanding it so important?

Great Demo!’s Peter Cohan joined Consensus’ Aaron Janmohamed for this 15-minute exploration of:

• A surprising story about discovery skill levels
• Research vs. Qualification vs. Discovery
• Discovery On-the-Fly (When and when not to use)
• Discovery elements examples
• Discovery as a methodology

You can discover this episode for yourself here.  Enjoy!

Paul’s Practical Presales Partnering Principles – Pragmatic, Practiced, and Proven!

 

Great Demo!’s Paul Pearce joined Patrick Pissang for this impromptu, but extremely insightful discussion of real-life presales-sales partnering. There are some really excellent ideas here!

 

We suggest folks fast forward to minute 13:30, where the interview begins. Fun and very informative!

https://www.linkedin.com/video/event/urn:li:ugcPost:6940234396876603392/

Upcoming Webinar: Are You Using No-touch, Low-touch, and Ignition Demos to Your Advantage?

Ignoring passive “just browsing” buyers may cause you to jeopardize tomorrow’s prospects.

Thursday June 23 at 10:00 AM Pacific – Register here:

https://primetime.bluejeans.com/a2m/register/pdaysthu

Great Demo!’s Peter Cohan will join MercuryGate International’s Karen Oxenford-Melcher and Omedym’s Greg Dickinson for this discussion of:

• What is an Ignition Demo and how does it help both the buyer and the seller?
• How MercuryGate progresses buyers from no-touch and Ignition Demos delivered on the Omedym platform to more effective high-touch Great Demos!
• MercuryGate’s success with demo technology for no-touch and low-touch engagement
• How the digital demos give you more time to utilize Great Demo! methodology

You’ll walk away with a concrete plan on how to save time and focus on qualified “high touch” demos that help close deals. Don’t miss out on the spark needed to engage early-stage prospects in the buying journey.

 

Looking forward to seeing you there!

DEMOFEST Sessions Recordings – Full Access

Good news! The fine folks at Consensus have made all of the DEMOFEST sessions easily accessible here, whether you registered previously or not. 

Here are sessions from the Great Demo! Team:

• Build Trust and Eliminate Credibility-Crushers on Video – Julie Hansen. Excellent, immediately actionable tips and practices for engaging audiences over the web. This is a terrific presentation!

• Stunningly Awful Demos: Insufficient Customization – Peter Cohan. In which I examine why demos fail due to the lack of sufficient customization, and then address five dimensions of customization that yield more successful outcomes. I close with a handful of simple, yet very effective techniques to improve your win rates.

• Scaling PreSales: How to organize your PreSales teams when Resources are scarce, Customers are more demanding, and Software evolves at the speed of light – Natasja Bax. This extremely thoughtful and thought-providing presentation explores strategies and tactics for aligning presales teams with your go-to-customer motions. 

• Category Creation of Demo Automation – I joined this Keynote Panel Discussion. DEMOFEST closed with this shorter segment, exploring life, liberty and the pursuit of demo automation (or, as I suggest, “Buyer Experience Enablement”).

Hope you find the sessions useful!