End-to-end process matters
Buyers think in order-to-cash, procure-to-pay and record-to-report, not isolated screens.
ERP DEMOS
Better demos forERP software teams.
ERP demos cross departments, processes and countries. Finance, procurement, operations, warehouse teams and IT may all care about the same transaction for different reasons, while migration, permissions and local rules can be just as important as the screen itself.
1,000+software demos reviewed
500+sellers trained
15+years in B2B software sales
I work with ERP software teams
01 / Buyer reality
What makes ERP software buyers different
ERP buying is cross-functional. A workflow that looks good for one department can create extra work, risk or data problems somewhere else.
Master data drives everything
Customers, suppliers, products, prices, entities and charts of accounts need clear ownership and consistent data.
Local rules matter
Tax, accounting, invoicing, legal entities and country-specific processes can change how the same workflow must work.
Migration and integration are part of the decision
Existing ERP data, surrounding systems and custom processes cannot simply disappear on go-live day.
More than skills.
Demo Ramp is a complete toolkit built around three areas with ongoing guidance and coaching for long-lasting, behavioral and organisational change.
Skills
Improve your teams communication, presentation and soft skills.
- Storytelling
- Discovery
- Audience Engagement
- Objection Handling
- Managing Questions
- Confidence in Demos
- Demo Language
- How to Establish Trust
Process & Governance
Build repeatable processes and clear governance around demos.
- Entry & Exit Criteria
- AE/SE Positioning Canvas
- AE/SE Alignment
- Handoff to Sales
- Feedback Loops
- Demo Standards
Checklists, Frameworks & Templates
Practical, ready-to-use tools ypur team can apply in their very next demo.
- Objection Handling
- Bad & Better Demo Questions
- Demo Language
- Useful Prompts
- MEDDICC for Solution Engineers
- Demo Planning Template
- Post-Demo Feedback Template
Ready to build skills, systems and habits?Book a Call with Max
02 / Demo challenges
Where ERP software demos usually go wrong
Where ERP demos usually go wrong. Here are the patterns that come up again and again.
Main challenge
Isolated workflows instead of end-to-end processes
Showing one department’s happy path without showing what happens before and after it in the full business process.
Using perfect master data
Buyers know that duplicate suppliers, old material numbers and inconsistent account structures are part of the real migration.
Skipping exceptions and approvals
Real ERP work includes blocked invoices, credit limits, missing data, manual review and different approval levels.
Ignoring localisation
A process that works in one country may need different tax, document or legal handling somewhere else.
Saying “that can be configured” every
Saying “that can be configured” every time the buyer asks about an existing workflow, integration or custom rule.
03 / What buyers need to see
Your demo has to prove the right things.
Not every workflow deserves equal time. These are the things that matter most to ERP software buyers.
Show one complete business process across
Show one complete business process across roles and departments, not five unrelated screens.
Show approvals, exceptions and hand-offs, including
Show approvals, exceptions and hand-offs, including what happens when the process does not follow the happy path.
Explain master data and migration
Show which data objects move, who owns them and how bad data is handled.
Show role-based access and local rules
Show role-based access and local rules in the places where they change the process.
Make integrations specific
Show the systems around the ERP, the direction of the data flow and what happens when an integration fails.
Getting started
is simple.
We’ll first grab a coffee, virtually or in person if you’re in Cologne, and talk about your team, your demos and where things could be better. If it makes sense, send me a few demo recordings — I’ll review them and share initial feedback at no cost. From there we decide together what’s most useful next.
1
Free discovery call
We get to know each other. You share a bit about your team, your demos and the challenges you’re seeing. You also get a feel for how I work.
2
Demo review
You send me 3–5 demo recordings or transcripts. Within three days, you get clear feedback on what’s already working, where the biggest gaps are and what I’d focus on first. NDA? Absolutely.
3
Build the workshop
We use the review to shape the workshop around what your team actually needs. No generic agenda, just the topics that will make the biggest difference.
4
Choose what’s next
You decide how far you want to go. Stop after the workshop, add a sales session, continue with self-paced learning, or keep improving through quarterly reviews and coaching.
04 / Proof
Relevant experience in ERP software
Functional experts often know every exception in the current process and will test posting logic, tax rules, fields and configuration. If you follow every edge case immediately, the end-to-end business problem gets lost.
“The demos that win are the ones that make the buyer’s real problem obvious first, and only then go deep into the detail.”Max LüpertzFounder, Presales Rockstars
1,000+demos reviewed
500+sellers trained
15+years in B2B software
Great Demo!certified coach
Grab your free resources.
Cheat sheets, checklists and guides for apply in your very next demo.
PDF · 1.3 MB10 Engaging Demo Questions
Meaningful and engaging demo questions beyond "Does that make sense?"
Download
PDF · 1.2 MBObjection Handling Cheat Sheet for SEs
The most common objections and how to handle them
Download
PDF · 246 KB54 Bad and Better Demo Questions
Detailed list of what questions (not) to ask during your demo
Download
PDF · 1.7 MB5 Quick Wins for Your Demo
5 ready to implement steps that will improve your demo and demo process right away
Download![[Mini Ebook] How to gain your customers trust](/__l5e/assets-v1/76fb52e1-085a-4249-b12f-bb2f5f6cdf05/resource-5.webp)
PDF · 1.7 MB[Mini Ebook] How to gain your customers trust
How to build real trust with your clients by taking a genuine interest in their unknown challenges
Download
PDF · 1.9 MBMEDDPICC Guide for SEs
Everything you need to know about MEDDPICC as a Solution Engineer
Download
PDF · 126 KBDemo Entry & Exit Criteria
How to make sure that every demo request you and your team receives is properly qualified
Download
PNG · 102 KBStages of Your Customer Buying Journey
Understand your customers buying journey and what kind of input they need from you at every stage
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PDF · 657 KBDemo Preparation & AE Alignment Checklist
How to better align internally on your demo objectives and narrative to make every demo count
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PDF · 118 KBHow to Establish Trust in your Demo
Behaviours that make your customers trust you; or break it.
DownloadWant to make your ERP demos easier to follow?Let’s turn complex cross-functional processes into demos that buyers can understand without hiding the hard parts.