Mistakes
The Demo That Made Me Stop Watching
I had to stop watching a demo recording the other day because I got too frustrated with what I was seeing.It takes a lot for me to pause a
Max LÜPERTZ
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Blog - News & Updates
Software Demo
Avoid absolute statements in your demo
When you demo, avoid absolute statements like “everyone,” “always,” or “any company.”They do not make you sound confident. They make you sound vague. Most people react negatively to this,
Max LÜPERTZ
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Enterprise Software
10 easy ways to improve your demo without waiting for your AE
In my demo workshops, I hear the same frustration again and again.Many SEs say they cannot improve their demos because their AEs do not give them enough customer context.
Max LÜPERTZ
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Buyer Enablement
AI will replace you in solution engineering if…
Everyone in presales is talking about AI right now.Some are excited, some are worried, and many are unsure what it will mean for their role in the future. The
Max LÜPERTZ
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Software Demo
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
Max LÜPERTZ
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B2B
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
Max LÜPERTZ
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Buyer Enablement
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,
Max LÜPERTZ
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B2B
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.
Max LÜPERTZ
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Software Demo
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
Max LÜPERTZ
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