Resources
Explore articles that deepen your skills, expand your perspective, and improve outcomes with every demo.
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Uncovering Critical Business Issues – What, Why, and How
By Peter Cohan
January 29, 2026
January 29, 2026
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Situation Slides: A Swiss Army Knife for Sales and Presales
By Peter Cohan
December 17, 2024
December 17, 2024
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Assessing Discovery Skill Levels – How Does Your Team Rate?
By Peter Cohan
February 20, 2026
February 20, 2026
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Doing Discovery
with Your Prospects’ Executives
By Peter Cohan
November 12, 2024
November 12, 2024
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The Incredible Value of Value Realization Events
By Peter Cohan
July 11, 2024
July 11, 2024
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Let’s Talk About Value - Uncovering the Delta
By Peter Cohan
October 27, 2025
October 27, 2025
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Discovery and Demos for Renewals and Expansion
By Peter Cohan
July 24, 2024
July 24, 2024
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Critical Dates – Prevent Prospect Procrastination
By Peter Cohan
December 27, 2024
December 27, 2024
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The Discovery Skill AI Won't Replace
By Ryan Garrett and Paul H. Pearce
June 26, 2026
June 26, 2026
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The Significant Failure of Traditional Demos
By Paul H. Pearce
October 14, 2026
October 14, 2026
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The Menu Approach - A Truly Terrific Demo Self-Rescue Technique
By Peter Cohan
March 9, 2026
March 9, 2026
Sales and Discovery
Stop Asking "Any Questions?" Start a Better Buyer Conversation
By Paul H. Pearce
July 21, 2025
July 21, 2025
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Bite-sized Is Better: The Power of Chunking in Software Demos
By Peter Cohan
July 2, 2026
July 2, 2026
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From Winning Despite the Demo to Winning Because of It - Great Demo!
By Natasja Bax
June 25, 2026
June 25, 2026
Suspending Disbelief
Peter E. Cohan
A Collection of Sales, Presales, and Marketing Stories (and Lessons Learned)
Great Demo! - 3rd Edition
Peter E. Cohan
Great Demo! How To Create And Execute Stunning Software Demonstrations: Third Edition
Doing Discovery
Peter E. Cohan
The Single Most Important Element of Software Sales and Buyer Enablement Processes
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