Most people think they struggle with discovery because they don’t know the “right” questions.But that’s not the real problem. The real problem is simple: they don’t listen. There are
For a long time, I believed my job during a demo was to say everything I knew.Every feature. Every workflow. Every corner of the product. I convinced myself it
I joined a demo session earlier this week. The account executive and the solution engineer were doing a good job. Solid preparation, a clear storyline, and good engagement with
I get this question a lot: “How should I adapt my demo for a German audience?”I am German. I don’t think we are weird or impossible to please.But there
Why Your Demo Is More Than Just a Product Tour For a long time, I thought a demo had one main purpose:To educate the customer about our product. I
Ever jumped straight from one meeting into a demo, feeling unprepared and scattered? I’ve been there. When you’re rushing from one call to the next, it’s hard to be
The great thing about demos is that even small changes can have a massive impact on how customers perceive your solution. The way you frame something can make all
Handling objections in a demo is an important skill. But many solution engineers and sales professionals push back too quickly, trying to justify their solution instead of addressing the
Questions during a demo are a good sign. They show your audience is paying attention and engaged with what you’re presenting. But let’s face it—if you don’t handle them
