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 if the SE is doing […]
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. But it often does not give the customer what they need most. They want peace of mind. Peace of mind means your customer walks out of […]
Solution Engineers: Know When to Shut Up During Your Demo
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 the customer. The SE focused on the right use cases. The AE asked check-in questions to confirm that what was being shown actually solved the customer’s […]
Demo Objection Handling: Stop Saying „Yes, But“ in Your Demos
Handling objections in a demo is an important skill. But many solution engineers and sales professionals push back too quickly, trying to justify their solution instead of addressing the customer’s concerns. And one of the most common mistakes? Saying „Yes, but…“ Why „Yes, But“ Doesn’t Work The phrase „Yes, but…“ puts you on the defensive. […]
When 3rd-Party Consultants Are ‚Helping‘ with Vendor Selection – and How to Avoid Their Feature Checklist Mess
If you’ve ever had to deal with external consultants during a customer’s vendor selection process, you know the struggle. You walk into the meeting, ready to solve the customer’s problem, and then it happens. The consultant shows up with their massive feature matrix. “Does your product do this?”“Can you show us that?” Suddenly, the focus […]
What House-Flipping Shows Taught Me About Software 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 Pinterest board. But here’s the thing: why are the houses always fully […]
Visual Storyboard: Make your Demo more memorable by leveraging Spatial Memory
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 messages in your demos. Understanding and leveraging spatial […]
Reassuring the Economic Buyer: Future Proofing in Presales and Solution Engineering
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; or even the date by when they need to achieve […]
5 Actionable Learnings for Presales from Gartner’s B2B Software Buying Survey
Gartner’s 2024 Global Software Buying Trends report provides invaluable insights for presales professionals. With data gathered from 2,499 software buyers, this survey highlights key factors that influence purchasing decisions. Here are five actionable learnings presales teams can implement to enhance their effectiveness and drive sales. #1 Proactively Address Security Concerns Why? Security certification and data […]
Presales – Why Knowing Your Customer Reviews is Crucial
Customer reviews on platforms like Capterra or G2 are the primary channels for your prospective buyers to gather information and prepare their shortlist. According to Gartners Digital Markets 2024 Software Buying Behavior Survey, 98% of buyers read customer reviews before making a purchase decision, with 46% doing so before even contacting sales. This indicates two […]
