In my demo workshops, I hear the same frustration again and again.
Many SEs say they cannot improve their demos because their AEs do not give them enough customer context.
Some complain that demos are scheduled too early.
Others struggle because there is no clear direction or shared goal.
All of these points are valid.
A bad setup makes your life harder and limits what you can deliver.
But here is the reality that many people overlook.
There is still a lot you can do, and none of it requires waiting for someone else.
You do not need perfect discovery notes to run a clear, focused demo.
You also do not need your AE to brief you for an hour before every call.
Yes, there are structural problems that require bigger change.
But in the meantime, there are small habits and quick wins that make an immediate difference.
Here are ten simple things you can implement today to improve your demos without relying on anyone else.
First, when a demo request comes in, ask your AE one simple question: “What customer behavior do we want to achieve?”
This forces internal alignment and helps your AE think about the opportunity instead of just forwarding the meeting invite.
Second, frame your demo properly.
You do not need a long monologue. A clear agenda, a clear problem, and a clear outcome are enough to create structure.
Third, stop pre-answering questions during the demo.
If you explain everything before the customer has a chance to think, you remove engagement and curiosity.
Fourth, answer verbally before you show anything in the product.
Give your explanation first, then demonstrate it. It makes your message clearer and reduces cognitive load.
Fifth, use stronger check-ins.
Replace weak phrases like “Does that make sense?” with questions that reveal real insight, such as “Is this what you had in mind?” or “How does this compare to what you are doing today?”
Sixth, always tie your explanation back to the customer’s situation.
Use phrases like “For you, this would mean…” or “This is important in your case because…” to keep everything relevant.
Seventh, stop sharing your screen when you want to highlight a key point.
A blank screen creates attention, breaks the flow, and pulls the customer back into the conversation.
Eighth, use more inclusive language.
Say “Let’s explore this together” instead of “Let me show you.” It changes the dynamic and makes the demo feel collaborative rather than one-directional.
Ninth, treat high-stake questions with weight.
Repeat the question, pause, think, and only then answer. It shows that your reply is thoughtful and not a script.
Tenth, remove hypothetical “would” and “could” questions.
Replace sentences like “Would your team use this?” with “How does this compare to your current process?” It gives you real information that you can act on.
These are all small adjustments, but they create a noticeable shift in how your demo feels.
They make your message clearer, your story stronger, and your customer more engaged.
Most importantly, they put you back in control.
You stop depending on perfect preparation and start driving the outcome yourself.
It is easy to point at others.
It is easy to say, “My AE did not prepare me” or “We did not get enough discovery.”
But improvement starts with you.
Your habits, your structure, and your intentional choices during the demo are what make the difference.
You cannot fix your entire sales process overnight.
But you can fix your part of it today.
