Why I Don't Like Demo Scripts, But Still Use a Demo Script Template
Demo scripts often push SEs toward generic demos. Here is why I still use a demo script template for the opening and closing, but leave the middle unscripted.
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Presales
21 articles
Product Demo Checklist: How to Prepare a Demo That Actually Moves the Deal Forward
A demo is not the next step. It is an activity. Here is the product demo checklist I use to make sure a demo earns its place in the deal.
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Why I Think "Limbic Opener" Is a Bad Name for a Good Idea
The idea behind a Limbic Opener is solid: start your demo in a way that gets attention and makes the buyer care. But the name itself creates the same cognitive load we tell Solution Engineers to remove.
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Why Demo Training Beats Generic Presales Training
Presales is broad, but demos are deep enough to deserve their own specialization. Here is why I go deep on demo training instead of offering a broad presales menu.
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Why Tell-Show-Tell Is Not Really a Demo Method
Tell-Show-Tell is a useful demo technique, but it does not help you prioritize customer challenges or connect product capabilities to business value.
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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 question usually sounds like this: “Will AI replace solution engineers?”The honest answer is simple. Yes, it can. But onl
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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
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What House-Flipping Shows Taught Me About Demos
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 “our-new-beach-house” shows where they take you through perfectly furnished spaces that look like a Pintere
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Visual Storyboard: Use Spatial Memory in Demos
Have you ever noticed how you can effortlessly recall the layout of your favorite café but struggle to remember a simple grocery list? This contrast is due to the power of spatial memory. By harnessing this natural ability, you can enhance your audience’s retention of the key mes
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Reassuring the Economic Buyer in Presales
Thinking Two Steps Ahead in Presales Successful presales and solution engineers need to adapt a post-sales mindset in order to successfully guide their prospects from start to finish. Finish in this case does not mean the contract signature, but the go-live date of your customers
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What’s the Sellers Role during a Software Demo?
The Software Demo: What’s the Seller’s Role? Software demos offer a powerful way to demonstrate how your product uniquely addresses your prospect’s most pressing business challenges. A well-executed demo can mean the difference between securing a deal or hearing a disappointing „
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Entry and Exit Criteria for Software Demos
Imagine your sales strategy as a precisely calibrated engine. Without deliberate guidelines, this engine might function, but its performance wouldn’t be optimal or consistent. This is where the significance of entry and exit criteria comes into the picture, acting as a blueprint
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Understanding Your Customer's Buying Journey
The journey is as important as the destination, and your role in guiding this journey is what makes all the difference. It’s essential to grasp how your customers make their buying decisions, which is far more important than just sticking to your sales routine. Keep in mind that
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Presales Guide to MEDDPICC and MEDDIC
MEDDPICC (or MEDDIC / MEDDPIC) is a popular framework in sales. It helps teams qualify deals by looking at Metrics, the Economic Buyer, Decision Criteria, the Decision Process, Pain, Champions, Compelling Events, and Competition. The goal is simple: avoid surprises and spot risks
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Layered Information in Software Demos
From all the demos I’ve seen, there’s a recurring mistake. Getting into the specific cababilities of your software prematurely. When your potential customers is far from being ready for this level of input. The concept of „Layered Information“ is about tailoring the depth and com
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Saying No to Poorly Qualified Demos and POCs
Have you ever been involved in an Request for Proposal (#RFP), a #demo, or a Proof of Concept (#POC) and thought to yourself that the chances of winning are very low? It’s a common situation. 🤔 Choosing to let go of an opportunity is not about being uninterested or unhelpful; it’
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The Hidden Cost of Compliments in Demos
Receiving compliments during a product demo can feel rewarding, signaling that we are on the right track. However, while positive feedback is always appreciated, it’s crucial to approach compliments with a discerning mindset, especially in the context of a demo. This blog post ai
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Presales Is Not a Free Resource
Presales and solution engineering are often perceived as a complimentary service, a misconception that can lead to a devaluation of its true worth. This article aims to shed light on the critical reasons why presales should never be considered a free resource, highlighting the im
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Why Hope Is Not a POC Strategy
Lately, many clients ask for free Proof of Concept (POC) sessions. Vendors often say yes, hoping it will lead to a sale. But is this really a good idea? In this blog, we’ll take a closer look at POCs, discuss how to make them work better, and question if they’re always the right
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Presales – Your Unfair Advantage
With changing market dynamics and a shift in buyer behaviour, organisations need to understand the importance of leveraging and empowering their presales resources. Buying complex enterprise/B2B-software has become more complex than ever before. As a result, facilitating the buye
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What Is Presales? A Definition Beyond Tech Sales
Presales isn't technical sales support. Here's what presales actually means, what a presales person does day to day, and why buyers need it more than sellers do.
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