Why Feature Discipline Matters in Demos
When it comes to software demos, there’s a delicate balance between showing enough features to impress and showing so many that you overwhelm your audience. I’ve thought a lot about this, especially how the number of features you present impacts two key things: And here’s the spoiler: “It’s better to have than to need” does […]
When 3rd-Party Consultants Are ‚Helping‘ with Vendor Selection – and How to Avoid Their Feature Checklist Mess
If you’ve ever had to deal with external consultants during a customer’s vendor selection process, you know the struggle. You walk into the meeting, ready to solve the customer’s problem, and then it happens. The consultant shows up with their massive feature matrix. “Does your product do this?”“Can you show us that?” Suddenly, the focus […]
Customers Buy Insights, Not Features
Here’s the hard truth about software demos: Most prospects come in expecting a “feature parade.” They’ve seen it a hundred times before: vendors clicking through endless menus, highlighting every feature, and checking all the boxes on a checklist. Why? Because that’s what they’re used to. And as vendors, we often fall into the same trap. […]
What House-Flipping Shows Taught Me About Software Demos
Let’s talk about one of my guilty pleasures: house-flipping shows. You know the ones—people find a run-down property, add some magic, and voila, it’s a dream home. Or those “our-new-beach-house” shows where they take you through perfectly furnished spaces that look like a Pinterest board. But here’s the thing: why are the houses always fully […]
Why Presales and Demos need to learn from Marketing
Marketing teams invest loads of time and money generating demo requests, constantly testing, and improving. They tweak the “Book a Demo” button, adjust CTA colors, and A/B test every detail. Why? Because when you invest that much, you’ve got to know what works. But when presales takes over to deliver the actual demo…well, let’s just […]
One (!) Facial Hair and a Lot of Jargon: My Early Days in Presales 🥸
When I first started as a presales consultant (yep, that was my official title back in the day), I was desperate to look knowledgeable. I thought that if I looked smart, I’d feel smart, and that confidence would rub off on my clients. Fresh out of university, armed with a business degree and a master’s […]
14 Lessons in Presales: What I’d Tell My Younger Self
Looking back, there’s a lot I wish I’d known earlier in my sales journey. Here’s a list of the top 14 pieces of advice I’d give to my younger self. Whether you’re new to sales or seasoned but looking for fresh perspectives, these lessons are sure to resonate. 1. You’re in Sales Now—Own It! The […]
Why People Don’t Buy Software for Features—They Buy It for the Insights
When it comes to software, most people aren’t looking for a long list of features. They’re looking for solutions to their problems. It’s the difference between saying, “Here’s what you can do with this software” and “Here’s how this software makes your life easier.” One hits the mark. The other misses entirely. Customers don’t want […]
What Stand-Up Comedy Can Teach You About Giving Better Demos 🎤
Last week, I went to Europe’s biggest stand-up comedy show – 1Live Cologne Comedy XXL. It was a blast. One comedian, Marco Gianni, really stood out. I hadn’t heard of him before, but he told a story that cracked me up. And the funny part? The story itself wasn’t even that great. There wasn’t a […]
9 Simple Ways to Regain Your Audience’s Attention During Your Next Demo
You Can’t Sell to Your Customers If You Put Them to Sleep 😴 Your demo isn’t just about showing off your product’s features and hoping for the best. It’s about managing your audience’s attention, making sure they stay focused and don’t drift off to check Slack, email, or their phones. Here’s the thing: talking at […]
