The Renaissance Presales Professional – Why Diverse Interests Matter
The most interesting and effective presales professionals often have one thing in common: they aren’t one-dimensional. They bring experiences, perspectives,...
May 1, 2025
Jack Cochran
Every Objection is Discovery
Here’s a hot take: It is NOT your job to build product confidence when answering a question asked by a...
April 24, 2025
Simplicity is Better, Especially in Demonstrations
One of the biggest problems I have seen presales professionals struggle with in demonstrations is how to make a demo...
April 6, 2025
Demos Are Overrated. Stop Focusing on the Wrong Thing
In my years as a presales professional, I’ve discovered something counterintuitive: Demos are overrated. Yes, you read that correctly. And...
March 26, 2025
Preparing Demos That Actually Work
Have you ever spent hours crafting the perfect demonstration, only to have the customer suddenly change direction five minutes in?...
March 20, 2025
No Engagement? No Success!
Let’s explore typical product demonstrations. Now there’s nothing fundamentally wrong with following these steps, but let’s think of these steps...
March 18, 2025
Demo ANYTHING in 5 Minutes – Turning Every Presentation into a Conversation
Have you ever finished a product demo wondering if you actually showed prospects what they wanted to see? This is...
March 14, 2025
The Power of Human Connections in Sales
I hosted Pam Dunn as the first guest on the Beyond Presales podcast in August 2024. We discussed the importance...
March 5, 2025
The Unexpected Benefits of Music and Creativity in Presales
I had Matthew James on the Beyond Presales podcast in Steptember of 2024. You can listen to the full episodes...
February 21, 2025