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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Solution Engineering
4 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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