All posts by peter_cohan

Title Type Datesort icon Views Comments Categories
A Novel Thought About Screening Candidates For Presales Positions Blog 2012-01-04 230 0 Sales Performance
Early January Is Demo Skills Assessment Time! Blog 2012-01-02 640 0 Sales Performance
‘Twas the Night Before The Big Demo Blog 2011-12-21 445 0 Sales Performance
Discovery - It Shouldn't Be Surprising That... Blog 2011-11-28 357 0 Sales Performance
What’s in a Name? More Than One Might Expect – Consider “Discovery” vs. “Qualification” Blog 2011-11-15 380 0 Sales Performance
“Why” Questions – Uncovering the Drivers in Discovery Blog 2011-11-11 489 0 Sales Performance
Discovery - Fail Early, Fail Cheaply Blog 2011-11-08 402 0 Sales Performance
Provocative Questions – Starting Discovery Blog 2011-11-07 521 0 Sales Performance
Sales Manager Cognitive Dissonance Blog 2011-11-02 533 0 Sales Performance
RFP Responses – When to Pull Back Blog 2011-10-24 1,115 0 Sales Performance
Metrics – Why We Need To Include the Denominator Blog 2011-10-20 501 0 Sales Performance, Performance Metrics
Simple Sales Process Metrics for Demos Blog 2011-10-10 414 0 Sales Performance
“Clearly You Weren’t Listening…” Blog 2011-09-20 409 0 Sales Performance
Demos - Measure What You Want to Impact Blog 2011-09-16 856 0 Sales Performance, Enterprise Technology
Jobs Thoughts (Steve, that is…) Blog 2011-08-26 496 0 Customer Experience, Innovation
Story-telling and Demos: The Hero Blog 2011-08-09 496 0 Enterprise Technology
Product Overview Presentations - Like Having a Brochure Read to You Blog 2011-06-10 1,425 0 Sales Performance, Digital Marketing
SaaS vs. Traditional Software Demos Blog 2011-05-02 1,231 0 Sales Performance, Enterprise Technology
Storytelling and Demos Blog 2011-04-20 610 0 Sales Performance
Is There a “Grand Unified Story Theory”? Blog 2011-03-23 733 0 Sales Performance, Enterprise Technology
Scripted Demos – Another Method of “Gentle Subversion” Blog 2011-03-16 858 0 Sales Performance, Digital Marketing
Build vs. Buy – Handling the “We could build it ourselves...” Objection Blog 2011-03-05 996 0 Sales Performance
"During a live presentation, should the presenter use the actual names of the prospects in the room?" [This question comes from a colleague who asked me to post it…] Blog 2011-01-29 789 0 Sales Performance
What’s the Difference Between a Business Issue and a Critical Business Issue? Blog 2010-12-06 1,434 0 Sales Performance, Service and Support, Customer Experience
Encrispen Blog 2010-11-30 1,046 0 Sales Performance
Buying an ERP System – Recommendations for Customers Blog 2010-11-29 1,555 0 Enterprise Technology
“That’s Too Bad…” Blog 2010-11-24 900 0 Sales Performance
Remote Demos – the Role of the “Active Conduit” Blog 2010-10-11 961 0 Sales Performance
Remote Demos – the role of the “Active Conduit” Blog 2010-09-10 1,078 0 Sales Performance
Dessert Tray – Terrific Example of Vision Generation Blog 2010-09-05 1,899 0 Sales Performance
Post-Demo Email Practices Blog 2010-08-17 1,171 0 Sales Performance
Very Interesting Demo – What Did You Like; What Could Have Been Done Better? Blog 2010-08-10 987 0 Sales Performance
Methodology Workshop Trainees’ Three Typical Groups – Coaching Suggestions for Managers Blog 2010-07-28 997 0 Leadership
Should Presales People Do Detailed Statement-of-Work Documents? Blog 2010-06-16 1,724 0 Sales Performance, Service and Support
How Do We Write vs. Read Journal Papers? And What Does This Have To Do With Demos? Blog 2010-05-26 1,212 0 Sales Performance
Demo Skills Assessment - Do It Now Blog 2010-05-19 1,094 0 Sales Performance
Memory Embedding – And Its Impact on Demos Blog 2010-05-11 1,191 0 Sales Performance
Demo Expertise – and Demo “Experts” Blog 2010-04-29 1,129 0 Sales Performance
“Demo Day” for Remote Demo Practice Blog 2010-04-27 1,154 0 Sales Performance
Demo “Capital” – An Undervalued Resource? Blog 2010-04-16 1,009 0 Sales Performance
Flip-Chart / Whiteboard Version of Situation Slide Blog 2010-04-14 1,247 0 Sales Performance
GoToWebinar “Audience View” Blog 2010-04-12 1,537 0 Sales Performance
Stunningly Awful Sales Prevention Demos Blog 2010-04-01 2,047 3 Sales Performance
PowerPoint Cheat-Sheet – Particularly Useful Items Blog 2010-03-26 2,203 0 Sales Performance
Remote Demos – Enabling the Audience to Catch-up Blog 2010-03-23 974 0 Sales Performance
Brain Rules - Absolutely Required Reading For Sales, Presales and Marketing People Blog 2010-03-18 1,664 0 Sales Performance, Digital Marketing
The Demo Route That Shouldn’t Be Traveled Blog 2010-03-11 900 0 Sales Performance
A Date Nit Blog 2010-03-08 1,010 0 Sales Performance
Cognitive Dissonance in Demos Blog 2010-03-03 1,212 0 Sales Performance
Avoiding Boring Blog 2010-02-25 1,085 0 Sales Performance
Customers’ Checklist for Purchasing Software Blog 2010-02-23 1,007 0 Enterprise Technology
Product Selection Tip – Customers’ Perspective Blog 2010-02-19 1,341 0 Sales Performance
The Terrible Tabs Death March… Blog 2010-02-11 1,148 2 Sales Performance
Best Practices for Network Connections for Face-to-Face Demos Blog 2010-02-08 1,013 0 Sales Performance
Live Meeting: Another Task for Your Meeting Manager Blog 2010-02-04 1,404 0 Sales Performance
Presales On-boarding Training Novel Concept Blog 2010-02-04 1,492 1 Sales Performance
We Are Programmed To Forget - And Its Impact on Our Demos Blog 2010-01-26 1,218 0 Sales Performance, Digital Marketing
Presales On-boarding Training Novel Concept Blog 2010-01-21 985 0 Leadership, Sales Performance
Remote Demos – Don't Forget to Disconnect! Blog 2010-01-06 1,072 1 Enterprise Technology
Understanding Before Proposing Solutions Blog 2010-01-04 1,185 0 Sales Performance
Remote Demos – Consider Using Two Computers Blog 2009-12-28 1,110 0 Enterprise Technology
“A Link and a Login” Blog 2009-12-18 1,459 0 Leadership, Sales Performance, Digital Marketing
‘Twas the Night Before The Big Demo Blog 2009-12-15 1,050 0 Leadership, Sales Performance, Digital Marketing
Remote Demos – Three Audio Considerations Blog 2009-12-11 1,275 0 Sales Performance, Digital Marketing
Implementation Strategies – For Great Demo! and Other Methodologies Blog 2009-12-09 1,191 0 Leadership, Sales Performance
Performance Challenges - (Not) Waiting For the Hourglass… Blog 2009-12-07 1,127 0 Sales Performance, Digital Marketing
Fuze – Another Entry in the Web Collaboration Marketplace Blog 2009-12-03 1,251 0 Sales Performance, Service and Support, Digital Marketing
Show Document – Web Sharing Tool Blog 2009-11-30 1,550 0 Sales Performance, Service and Support, Digital Marketing, Chief Customer Officer
Best, Bester, Most Bestest Blog 2009-11-24 2,189 2 Leadership, Sales Performance, Service and Support, Digital Marketing, Customer Experience, Chief Customer Officer
Attention-Retention Curves – The “Serial Position Effect” – The Basis Behind a Very Important Concept Blog 2009-11-22 2,405 0 Leadership, Sales Performance, Digital Marketing, Customer Experience, Chief Information Officer
Props for Demos Blog 2009-11-20 1,418 0 Leadership, Sales Performance, Digital Marketing, Chief Customer Officer
Mikogo – New Web Collaboration Tool Blog 2009-11-16 1,491 0 Leadership, Sales Performance, Service and Support, Digital Marketing, Chief Customer Officer
DimDim NOT Recommended for Remote Demos Blog 2009-11-11 1,152 0 Sales Performance, Digital Marketing, Chief Customer Officer
Great Demo! Implementation Tactic - Weekly Blog 2009-11-09 1,014 0 Sales Performance, Digital Marketing
Manager “Chaperone” for Demo Prep Calls Blog 2009-11-06 1,111 0 Leadership, Sales Performance, Digital Marketing
Public Great Demo! Workshop – San Francisco Bay Area – November 19 Blog 2009-11-05 1,158 0 Leadership, Sales Performance, Digital Marketing, Chief Customer Officer
“Not Yet…” Blog 2009-11-04 1,060 0 Sales Performance, Digital Marketing
Using the Bicycle Story to Get Customers to Talk Blog 2009-11-03 1,117 0 Leadership, Sales Performance, Digital Marketing, Chief Customer Officer
(New/Updated) Web Collaboration Tool: eConference Pro Blog 2009-10-28 1,090 0 Sales Performance, Digital Marketing
The “Rule of Three” Blog 2009-10-26 1,184 0 Leadership, Sales Performance, Service and Support, Digital Marketing, Chief Customer Officer
Great Examples of Using PowerPoint – Wonderful YouTube Videos Blog 2009-10-23 1,400 0 Leadership, Sales Performance, Digital Marketing, Chief Customer Officer
Which Would You Prefer? Blog 2009-10-21 976 0 Leadership, Sales Performance, Service and Support, Digital Marketing, Contact Center, Customer Experience, Chief Customer Officer
Stunningly Awful PowerPoint Examples – Wonderful YouTube Video Blog 2009-10-20 2,124 0 Leadership, Sales Performance, Service and Support, Digital Marketing, Customer Experience
The Effectiveness of Odd Numbers of Bullet Items Blog 2009-10-16 1,898 1 Sales Performance, Digital Marketing, Chief Customer Officer
Public Great Demo! Workshop – San Francisco Bay Area Blog 2009-10-14 1,523 0 Leadership, Sales Performance, Digital Marketing
How About a “Do It” in Zero Mouse Clicks? Blog 2009-10-12 1,418 0 Sales Performance, Chief Customer Officer
The Menu Approach Using a Spreadsheet Blog 2009-10-09 982 0 Sales Performance, Digital Marketing
Corporate Overview Presentation – The Good News and the Bad News… Blog 2009-10-07 1,508 0 Leadership, Sales Performance, Service and Support, Digital Marketing, Customer Experience, Chief Customer Officer
Scroll-Zoom in Internet Explorer Blog 2009-10-05 1,511 0 Sales Performance, Digital Marketing
Another Webinar Listing Service – webinar-directory.com Blog 2009-10-01 1,267 0 Sales Performance, Digital Marketing
Webinar Listing Service – WebinarHero.com Blog 2009-09-27 997 0 Sales Performance, Digital Marketing
Assessing and Using Risk Factors For Assigning Presales Resources Blog 2009-09-25 1,053 0 Leadership, Sales Performance, Digital Marketing
Excellent 5 Minute “Demo” Example Blog 2009-09-22 1,641 0 Sales Performance, Digital Marketing, Chief Customer Officer
Retro Encabulator – Stunningly Funny Demo Example Blog 2009-09-16 1,681 0 Leadership, Sales Performance, Service and Support, Digital Marketing, Customer Analytics, Customer Experience, Enterprise Technology, Chief Customer Officer, Chief Information Officer
Four Stages of Learning and Implementation Blog 2009-09-14 1,140 0 Leadership, Sales Performance, Digital Marketing, Customer Experience
Live Meeting Full-screen Mode Blog 2009-09-10 1,929 0 Sales Performance, Digital Marketing
Public Great Demo! Workshops – San Francisco Bay Area Blog 2009-09-08 1,357 0 Sales Performance, Digital Marketing
Stunningly Awful Demo Example (But Very Funny) Blog 2009-09-03 855 0 Leadership, Sales Performance, Digital Marketing, Customer Experience, Chief Customer Officer, Chief Information Officer
99-to-1 Is a Tie Blog 2009-09-01 890 0 Leadership, Sales Performance, Digital Marketing, Customer Analytics, Customer Experience, Voice of Customer, Chief Customer Officer
3.5 Minute Great Demo! Promotional Video Blog 2009-08-31 968 0 Leadership, Sales Performance, Digital Marketing, Chief Customer Officer

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