Why Tailored Demos Win Over Generic Presentations
I talk to a lot of presales and sales engineers about the challenges they face when presenting software to potential customers. The main issue that comes up? Not having enough customer insights. But here’s something I’ve noticed that’s equally problematic: delivering generic demos, even when we do have great discovery insights. Sure, sometimes we don’t […]
Managing Feature Requests in Demos Like a Pro
Feature requests during demos can be tricky. Picture this: you’re in the middle of presenting, and your prospect lights up with excitement and says, „Can your product do XYZ? That would be awesome!“ Sounds like a great buying signal, right? Not so fast. In my early days in sales and presales, I made the mistake […]
Storytelling for Software Demos
Relatability & Specificity Storytelling in demos is a game changer. When done right, it can boost how much your audience remembers by up to 70%. But here’s the thing: traditional storytelling techniques often don’t work well in software demos. They can drag out too long or miss the mark when it comes to your customer’s […]
Demo Preparation Checklist
No Show Up and Throw Up – Why Demos Need Clear Objectives We’ve all seen it happen – the “auto-pilot” demo. It’s the kind where you go through your product’s features, but there’s no real connection to the customer. No goal. No spark of excitement. You’re just clicking through, hoping something resonates. But, more often […]
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 […]
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 […]
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 „no“. However, with solutions engineers (SEs) or other technical leads in the spotlight, it’s […]
Modern Presales – More Than the Technical Win
Beyond the Technical Win – The new Presales Imperative While securing the „technical win“ is a satisfying moment, presales and solution engineers know their job doesn’t end with a signed contract. That’s because your customer’s journey is just beginning, and the biggest hurdles often lie ahead. This post explores why embracing a „post-sales“ mindset right […]
The Power of Strategic Entry and Exit Criteria to Enhance the Success of your 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 for a structured and high-quality sales process – ensuring the engine runs smoothly […]
The Importance of Understanding Your Customers‘ Buying Journey in Presales and Solution Engineering.
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 your customers are not interested in the […]
