Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! This is an interactive workshop with Peter Cohan geared especially for you who demonstrate B-to-B software to your customer and channels. Bring a copy of your demo and be prepared to present it — we’ll help […]
Great Demo! Workshop on October 10 & 11, 2012 Read More »
Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! When: Wednesday, May 23, 2012 8 am – 5 pm Where: Moorpark Hotel, 4241 Moorpark Ave, San Jose CA 95129 For out of town attendees: The Moorpark is located 400 feet from the Saratoga Ave exit
Great Demo Workshop on May 23, 2012 Read More »
Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! When: Wednesday, February 29, 2012 8 am – 5 pm Where: Moorpark Hotel, 4241 Moorpark Ave, San Jose CA 95129 For out of town attendees: The Moorpark is located 400 feet from the Saratoga Ave exit
Great Demo Workshop on February 29, 2012 Read More »
If you are an entrepreneur then sales is always a part of your responsibility. Here are some tips for cutting your teeth in sales.
Cutting Your Teeth in Sales Read More »
Hard to believe that 2011 is already three-quarters over. Slightly more actually. I need to take the time in the next week to recap our goals for 2011 and recalibrate what is still “in the feasible region.” If I am feeling more ambitious I will also sketch out a preliminary list of goals for 2012.
The Fourth Quarter of 2011 Read More »
A simple sales schema offers a conceptual model that offers an organizing principle for how business buyers evaluate and purchase.
A Simple Sales Schema Read More »
Steve Blank: “Sean Murphy adds tremendous value for startups in setting them up “getting out of the building” and how to make sense of the data they’ve gathered. He’s one consultant I personally know (I’m sure there are others) who doesn’t confuse his role with the founders. I think of his consulting firm as a
SKMurphy, Inc. 8 Years In: What We Are Working On Now Read More »
We have two sessions on Peter Cohan’s Great Demo! book. Sep-4-2012 that addressed “Lessons Learned Implementing The Great Demo! Methodology” We had two change agents join us on the panel: Barry Nelson and Jolie Rollins and our intent, consistent with the Book Club’s promise, elicit actionable insights from the panel informed by the book’s content. Listen
Book Club: Cohan’s “Great Demo!” Read More »
Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! When: Wednesday, October 12, 2011 8 am – 5 pm Where: Moorpark Hotel, 4241 Moorpark Ave, San Jose CA 95129 For out of town attendees: The Moorpark is located 400 feet from the Saratoga Ave exit
Great Demo! Workshop on October 12, 2011 Read More »
Tristan Kromer covers 8 tips for getting your email read. Keep it short Who are you? What do you want? What you think is irrelevant Everyone likes numbers Easy on the attachments Include all relevant information Follow up It’s a great set of points that also apply to meeting someone at a networking event, a
Be Mindful of People’s Time Read More »
Here is the handout from this morning’s Bootstrapper Breakfast® in Walnut Creek where I gave a briefing on “Mapping the Path to Your First Dollar of Revenue.”
Mapping the Path to Your First Dollar of Revenue – Handout Read More »
Intelligently reacting to new competitors requires you to give them the benefit of the doubt but if your prospects or customers are not asking about them then focus on what they are asking you.
Evaluating and Reacting to New Competitors Read More »
Here is another excerpt from my September interview with Gabriel Weinberg. This one focuses on why payment and testimonials are so important to differentiate users from actual customers.
If Money Doesn’t Change Hands, You Can’t Call a User a Customer Read More »
Keeping the ball rolling with prospects requires a mix of empathy for their situation and a project management mindset.
Keeping the Ball Rolling With Prospects Read More »
Some quick thoughts on selling for software engineers. Sell results, not method. Land and Expand. Get clarity on the customer’s view of the problem. Listen.
Quick Thoughts on Selling For Software Engineers Read More »
Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! When: Tuesday, April 12, 2010 8 am – 5 pm Where: Moorpark Hotel, 4241 Moorpark Ave, San Jose CA 95129 Cost: $590 Before March 28: $566 This is an interactive workshop with Peter Cohan geared especially
Great Demo! Workshop on April 12, 2011 Read More »
Second Derivative’s Great Demo! seminar on September 15, 2010 helps frustrated sales, marketing and presales professionals and entrepreneurs improve their skills and gain dramatic results. Peter Cohan helps organizations like Keynote Systems and Phreesia put the “Wow!” into their demos to make them crisp, compelling and successful. “I believe everyone on the team will find
Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! When: Wednesday, Sept 15, 2010 8 am – 5 pm Where: Moorpark Hotel, 4241 Moorpark Ave, San Jose CA 95129 Cost: $590 Before Aug 28: $566 This is an interactive workshop with Peter Cohan geared especially
Great Demo! Workshop on Sept 15, 2010 Read More »
Two key tasks we help early stage teams with are preparing for and executing successful negotiations. Honesty in negotiation is key to a long term deal.
Honesty in Negotiations Read More »
Great Demo Workshop on April 9 2010 Create and Deliver Surprisingly Compelling Software Demonstrations “Do The Last Thing First” — the recipe for a Great Demo! When: Friday, April 9, 2010 8:15 am – 5:00 pm Advanced Topics PM Session: 1 – 5pm (see below) Where: Moorpark Hotel, 4241 Moorpark Ave, San Jose CA 95129
Great Demo Workshop on April 9 2010 Read More »
