Doing Discovery & Great Demo! Gold Nuggets – A Selection of Refined Best Practices

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Here’s the collection of choice chunks currently contemplated:
  • The Menu Approach – Decide Where You Want to Mine
  • “Mousing” and Zippy Mouse Syndrome – Using Your Mining Tools
  • Fewest Number of Clicks – Making Mining Easy
  • Situation Slides – Pure Gold! The Currency of Crisp Communication
  • Presales / Sales Discovery Partnering – Who Digs for What?
  • Why Did They Buy? – The Best Locations to Pursue
  • Complementary Products – Tunnels of Love
  • Other Roles – Donkeys, Store-Owners, and More
  • Applications of Great Demo! for a Range of Demo Situations – Home on the Range
  • Pearls, Epiphanies, and Golden Humor
  • A Preview of Great Demo! 3rd Edition – Nuggets About to be Unearthed!
Let us know if there are any topics you’d like to mine – this session could yield the Mother Lode of discovery and demo Gold!

About the Presenter

Peter Cohan

Founder & Principal Great Demo!

Peter Cohan is the founder and principal of The Second Derivative and the Great Demo! and Doing Discovery methodologies, focused on helping software organizations improve their presales, sales and marketing results – primarily through improving organizations’ demonstrations and discovery skills. He has experience as an individual contributor, manager and senior management in marketing, sales, business development, and as a member of the C-suite. He has also been and continues to be a prospect and a customer.

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