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 26, 2024
December 26, 2024
Suspending Disbelief
Peter E. Cohan
We are delighted to announce the launch of Suspending Disbelief: A Collection of Sales, Presales, and Marketing Stories (and Lessons Learned)!
Great Demo! - 3rd Edition
Peter E. Cohan
Many presales, sales, marketing, and customer success practitioners say they are skilled at doing demos – but are they?
Doing Discovery
Peter E. Cohan
A head of sales commented, “80% of my team believes they do a good job with discovery, but sadly they do not – they don’t know what they don’t know…!”
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