Review
Analyse a small sample of real demos.
Software demo training
Build a demo processyour whole team can repeat
Interactive software demo training for Sales and Solution Engineering teams, built around your real demos, your buyers and your sales process.
0.5–2 daysTypical format
5–20 peoplePer session
Online or onsiteBoth work
01 / How it works
Every workshop is tailored to meed your needs.
Before any workshop, I review your demos to figure out how you are doing and spot both strenghts and gaps. That tells us what the workshop should actually focus on.
Tailor
Build the agenda around the patterns we find.
Practice
Learn, experiment, roleplay and demo live.
Repeat
Leave with one shared process your team can keep using.
02 / THE ENGAGED DEMO FRAMEWORK
A shared language for better demos.
Every workshop is built around one simple idea: demos work when they are intentional, interactive and buyer-led. The ENGAGED framework gives your team a practical checklist to make that happen every time.
Establish ObjectiveBe clear on what you want the customer to do next.
Name the 'Why?'Establish the problem before showing the solution.
Grab AttentionStart with the end result so they quickly see what matters.
Apply SimplicityMake complex things feel easy to understand.
Go Deeper as You GoOnly add detail when they ask for it.
Encourage ObjectionsBring hidden concerns to the surface early.
Determine Next StepsRecap the value and get go or no go decision.
The first 10 minutes matter most.
03 / The workshop
Less theory. More doing.
A short input creates the baseline. Then your team applies the learnings to their product and roles plays the new approach both in teams and in front of the group.
Learn
Short, practical input on the principles that matter most.
Experiment
See why certain demo habits work better than others.
Practice
Apply the ideas to your own product and customer situations.
Get feedback
Roleplay, demo live and get specific feedback immediately.
Put it together
Finish by applying the new approach in a live demo or final presentation.
04 / Sample agenda
Better demos, more sales.
A practical example of how a two-day workshop can combine mindset, structure, attention, questioning, live practice and feedback.
Day 01
Build the foundation
Beyond the Product
Move from product expert to trusted buying guide.
- Why product expertise alone is not enough
- How SEs influence trust
- What customers expect at different stages of the buying journey
Internal Demo Alignment
No demo without a clear objective and a defined next step. AE:SE Alignment
Gaining & Maintaining Attention
Understand how attention changes during a demo and how to use that intentionally.
- A live experiment to measure attention span
- Timing your demo to land the right message at the right time
- Why before how
- What YouTube teaches us about keeping attention
Day 02
Apply it live
Make Your Demo Feel Easy & Engaging
- Keep the demo simple
- Turn the session into a conversation
- Ask better questions than "Does that make sense?"
- Manage tricky questions and objections
Closing
Finish the demo with confidence, recap the value and make the next step explicit.
Live Demo Practice
Put the new approach into practice with your own product.
- Prep your demo
- Demo to the team
- Try the new flow and questioning style
- Get fast feedback from peers
Wrap Up
Turn the biggest learnings into habits the team can actually keep using.
Always tailored to the team.
This is one example only. The actual agenda is usually shaped by your demo review, team experience and the outcomes you want from the workshop.
0.5–2 days5–20 participants per session (multipe session possible)Online or onsite
05 / INSIDE THE WORKSHOP
The 3Rs instead of Tell-Show-Tell
Tell-Show-Tell can help with flow. But on its own, it often misses context, relevance and business value. The 3Rs give your team a simple way to connect what they show to the buyer’s problem and the outcome they care about.
Revisit
Reconnect what you are about to show to something the buyer told you earlier.
Example phrases
- “Earlier, you mentioned…”
- “Based on what you told me…”
- “Going back to your point about…”
Resolve
Show how the feature or capability addresses that exact problem.
Example phrases
- “Here’s how this solves that…”
- “What this changes is…”
- “This removes the manual step because…”
Result
Translate the feature into the outcome or business value the buyer actually cares about.
Example phrases
- “What this means for you is…”
- “The impact is…”
- “This helps you…”
How it sounds in a demoMini example
Revisit
“You mentioned earlier that reporting takes too long each month.”
Resolve
“This dashboard automates the manual data collection and removes the spreadsheet work.”
Result
“That means your HR team can prepare reports faster and spend less time on admin.”
Inside the workshop
A few slides from real sessions.
06 / AFTER THE WORKSHOP
A workshop is a start, not a finish line.
Real change happens when teams keep practising. The workshops already gives you a clear starting point and plenty to do. But only if you keep practicing and nudging your team, habits will change.
Keep improving
Choose only what you need after the workshop.
Self-paced learningQuarterly Demo ReviewsCoaching sessionsTraining plan
Build the workshop around your team.Start with a few real demos. Then we decide what will make the biggest difference.