5 metrics you should not use to measure the success of your demo
If you work in presales long enough, you start noticing a strange pattern.Teams are eager to report metrics, but many of the numbers they track have nothing to do with actual deal progress. I often hear teams proudly talk about the percentage of features they managed to cover in a 60-minute call.Or they highlight the […]
The One Thing AEs Must Do Before Every Demo
I see this pattern again and again. An AE opens a demo call, introduces their SE, and then quietly disappears into their CRM. Sometimes it even looks like nap time with the camera on. It happens more often than people admit, and it creates real problems for the conversation. Even if the SE is doing […]
How to Make Your SKO Valuable for Solution Engineers
Every year, the same thing happens at SKOs. SEs and Presales teams get told to join the sales sessions because “that is somewhat relevant to them.” It is well-intended, but it misses the point. I have been speaking with a lot of SE leaders lately who want to organise something meaningful for their teams at […]
Create peace of mind in your demos – Complexity = Risk
Most demos focus on showing what a product can do. Many solution engineers try to impress with features, shortcuts, automations, and deep configuration. It all looks good on paper. But it often does not give the customer what they need most. They want peace of mind. Peace of mind means your customer walks out of […]
Your Discovery Doesn’t Fail Because of Bad Questions. It Fails Because You Don’t Listen.
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 endless books on discovery.There are checklists, frameworks, cheat sheets.You can literally read your next question from a piece of paper. And still, most discovery calls fail. […]
Finding the Sweet Spot in Your Demo
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 was the right thing to do.“If they have all the information, they will make the right decision.” That was the story I kept repeating. Looking back, […]
Solution Engineers: Know When to Shut Up During Your Demo
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 the customer. The SE focused on the right use cases. The AE asked check-in questions to confirm that what was being shown actually solved the customer’s […]
How to Demo Software in Germany: A Few Things to Keep in Mind
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 are a few patterns worth knowing, especially if you are used to a more American way of selling. German buyers tend to focus on reducing risk. […]
How to Build Trust in Your Demo – And Become a Trusted Advisor 🤝
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 was wrong.On many levels. A demo can do a lot more. It can create urgency, show value, remove complexity.But more than anything – it’s a trust […]
My 10-Minute Pre-Demo Routine – Get in the Zone Before You Present
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 fully present. You start your demo on autopilot, go through the motions, and only halfway through, you feel like you’re actually “in it.” By then, you […]
