One control can support several frameworks
Teams want to avoid collecting the same evidence again for every regulation or audit.
GRC & COMPLIANCE DEMOS
Better demos forGRC and compliance teams.
GRC software connects frameworks, controls, evidence, risks and owners. Buyers need to see how work moves from a requirement to proof and remediation. A green compliance dashboard means very little if nobody can explain the evidence behind it.
1,000+software demos reviewed
500+sellers trained
15+years in B2B software sales
I work with GRC and compliance teams
01 / Buyer reality
What makes GRC and compliance buyers different
Risk, compliance, audit, security, control owners and management all use the same information for different decisions.
Evidence has an owner and a date
A control is only useful when someone can prove it operated, when it was tested and what happened if it failed.
Risk scores need a basis
Management wants a simple view, but risk teams need to understand the assumptions and data behind the score.
Compliance changes over time
New requirements, control changes, third parties and business changes can create new work after the first audit is complete.
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 GRC and compliance demos usually go wrong
Where GRC demos usually go wrong. Here are the patterns that come up again and again.
Main challenge
Compliance status without supporting evidence
Starting with a green compliance dashboard without showing the control, evidence, owner and test result underneath it.
Showing framework mapping as a static matrix
Buyers need to see how one control and one piece of evidence can support several requirements.
Using risk scores that appear from nowhere
The buyer needs to understand what drives the score and who can challenge it.
Skipping the audit workflow
Requests, evidence review, findings, remediation and re-testing are where much of the real work happens.
Treating regulatory updates as a content
Treating regulatory updates as a content feed instead of showing how a change becomes an assigned task, control update or risk decision.
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 GRC and compliance buyers.
Follow one requirement to control, owner
Follow one requirement to control, owner, evidence, test result, finding and remediation.
Show how one control maps to
Show how one control maps to several frameworks without duplicating the work.
Make ownership, due dates, approvals and
Make ownership, due dates, approvals and audit trail visible throughout the workflow.
Explain how a risk score is
Explain how a risk score is built and show what changes when the underlying data or assumptions change.
Show continuous monitoring or a third-party
Show continuous monitoring or a third-party signal creating new work instead of waiting for the next audit cycle.
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 GRC and compliance
Risk and audit roles are meant to be skeptical. They will challenge evidence, control mappings, scoring and audit trail. That detail is useful, but it should come after the risk or compliance problem is clear enough to give the detail context.
“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
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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
Download
PDF · 657 KBDemo Preparation & AE Alignment Checklist
How to better align internally on your demo objectives and narrative to make every demo count
Download
PDF · 118 KBHow to Establish Trust in your Demo
Behaviours that make your customers trust you; or break it.
DownloadWant to make your GRC demos easier to believe?Let’s show the evidence, ownership and workflow behind the dashboard so buyers can see how compliance work actually gets done.