Resources

Explore articles that deepen your skills, expand your perspective,
and improve outcomes with every demo.
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Assessing Demonstration
Skills Levels
By Peter Cohan
April 03, 2026
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Uncovering Critical Business Issues – What, Why, and How

By Peter Cohan
January 29, 2026 
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Situation Slides: A Swiss Army Knife for Sales and Presales
By Peter Cohan
December 17, 2024 

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Critical Dates – Prevent Prospect Procrastination
By Peter Cohan
December 26, 2024 
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Assessing Discovery Skill Levels – How Does Your
Team Rate?
By Peter Cohan
Februaru 20, 2026 
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Doing Discovery
with Your
Prospects’
Executives
By Peter Cohan
November 12, 2024

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The Incredible
Value of Value Realization
Events
By Peter Cohan
July 11, 2024
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Discovery and
Demos for
Renewals
and Expansion
By Peter Cohan
July 24, 2024
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Avoiding No
Decision
Outcomes
By Peter Cohan
October 27, 2023 
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Let’s Talk About Value - Uncovering the Delta
By Peter Cohan
October 27, 2025

Doing Discovery

By Peter E. Cohan

Doing Discovery:
The Single Most Important Element of Software Sales and Buyer Enablement Processes
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Great Demo!

By Peter E. Cohan

Great Demo!
How To Create And Execute Stunning Software Demonstrations: Third Edition 
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Suspending Disbelief

By Peter E. Cohan

Suspending Disbelief: A Collection of Sales, Presales, and Marketing Stories (and Lessons Learned) 
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