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.
Read articleTopic
Best Practices
19 articles
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
Read article
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
Read article
𝗦𝗲𝗹𝗹𝗶𝗻𝗴 𝘁𝗼 𝗘𝗻𝘁𝗲𝗿𝗽𝗿𝗶𝘀𝗲𝘀
Aka the ‚Hot #Potatoe‚ of the software enterprise sales 🥔 In enterprise sales, it is becoming increasingly challenging to close deals due to the rising number of stakeholders involved in the purchasing decision on the customer side. To overcome this challenge, a critical success
Read article
The Need for Approval in B2B Sales
Are you looking for love in Presales and Solution Engineering? Then this is the right post for you! In this article, we are looking at how your passion for creating relationships and being likeable influences your presales performance. And how your need for approval affects your
Read article
B2B Discovery 2.0: Beyond the Business Issue
It is common sense that the discovery is one of the most important stages in our sales cycle and that it can easily make or break a deal. In this post, I am going to share with you one of my favourite questions to ask during your discovery call. And how to use your clients‘ […]
Read article
Digital Body Language: Active Listening
Actively listening to your clients is one of the easiest and most powerful ways to build trust and empathy with your clients. But in remote demo scenarios, it is significantly harder to replicate the interpersonal connection of any face-to-face meeting. And as a result, we are of
Read article
The Yes-Man – Software Demo Mistakes
If you ask me about one of the most decisive turning points of my presales and sales career, it is the moment I realized that you can actually disagree with your clients! And that they don’t walk away from you if you challenge their point of view! But when I started in software s
Read article
Objection Handling in Software Demos
Feel – Felt – Found – The best way to handle objections during your software demonstration In this article, I would like to share with you my favourite technique to handle objections and shift your mindset towards acknowledging them as a positive buying signal rather than a threa
Read article
Leading the Witness: Discovery Mistakes
Presales Discovery Call gone Wrong The discovery call is undoubtedly one of the single most important steps in our sales cycle and can easily make or break our deals. I’ve been through hundreds of discovery sessions in my sales career and read through a dozen frameworks to improv
Read article
Does it make sense to ask „Does it make sense“?
Have you ever used this question yourself? You want to be compassionate and affirm your prospect understands what you are saying. But in reality, you are making things worse. It’s a dumb question. Don’t ever ask that question during your demo! You put yourself in a position of we
Read article
10 Ways to Reset Attention in Your Demo
Selling B2B-software is not just a battle against your competitors. In our modern society, it is also a battle for your audience’s attention. The likes of Netflix, Youtube, Spotify and constant smartphone notifications have reduced the average attention span to less than five min
Read article
How Sales Engineers Help Overwhelmed Buyers
Today, buyers are armed with more high-quality information than ever before. The abundance of online resources has changed the whole landscape of buying and selling complex B2B-software. A Shift In B2B-Buying Behaviour What has been a sales-dominated approach has turned into a bu
Read article
Solution Consultants and the Buying Journey
Buying complex enterprise software has become more difficult than ever before. What has been a linear process in the past (and is still illustrated this way) has become a tedious back and forth. Rather than following a clear structure, it is a concurrent process of searching for
Read article
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
Read article
The Urge to Show Every Feature in Your Demo
Overcoming the urge to show all you bells ans whistles is tough. Every feature has its right to exist and has been developed for a reason. But going into too much detail can quickly cause an information overload and is one main reason for losing your audience and ultimately their
Read article
Deliver Your Demo in Short Sprints
The importance of avoiding monologues and a good „Talk-to-Listen“ Ratio In one of the previous articles we have covered the ideal duration of your software demonstration. Furthermore, extensive data analysis has revealed that winning demos stimulate conversations, especially duri
Read article
Reduce the Complexity of Your Software Demo
The Importance of Managing Complexity Managing the complexity of your software demonstration is a key success factor for not losing your audience. In one of our recent blog-posts, you can learn that winning demos are delivered in short sprints rather then endless monologues. When
Read article
How Long Should My Demo Last?
Great Demos Stimulate Conversations and Naturally Last Longer Ask yourself: How much time did you spend on your last demo? Was it 60, 90, or even 120 minutes? Many of my clients wonder about the ideal length for a software demo. There’s no one-size-fits-all answer. It depends on
Read article