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
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
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
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
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
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
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
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
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
