Diary of a Sales Engineer: Engaging Conversation!

From the diarists:

 

“This week on Diary of a Sales Engineer, Ryan Krueger and I had the honor and privilege to sit down with Peter Cohan who we've coined the Godfather of Presales.

Peter was one of the first people I learned from in my presales journey and to have him sit down with us on the pod was a surreal experience.

In our conversation we talk through his journey into Presales, how he's seen the shift in the business, and why he created Great Demo! plus much more!

One of my favorite parts was when we talked about why SEs tend to go into 𝘁𝗿𝗮𝗶𝗻𝗶𝗻𝗴 𝗺𝗼𝗱𝗲 𝗶𝗻 𝗱𝗲𝗺𝗼𝘀 to this day. Peter gives some actionable insights on how to improve this.

As always, we love hearing your feedback and thoughts. Please share them in the comments :)”

Our 57-minute conversation explored:

 

-       “History of presales” – when did it really start?

-       Great Demo! origins – a story with a HUGE lesson!

-       Are demos improving?

-       Why are some many demos “training?”

-       The “Bronze” demo

-       Demo structure vs delivery

-       Why is mapping to job titles important?

-       What about groups with multiple job titles?

-       How deep should you go?

-       How do we keep from over-explaining?

-       How demos get hijacked

-       What is a demo expert?

-       Three types of change

-       What’s cool about demos and Monday morning?

-       What do you do when things go wrong?

-       Demos and storytelling: another perspective

-       Another take on introducing yourself

-       Dig beneath the nuggets!

You can enjoy the conversation here:

YouTube: https://lnkd.in/dy9F3z74
Spotify: https://lnkd.in/dqKTX3rk