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
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
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
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,
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.
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
