Consent is part of the workflow
Subscription type, legal basis, opt-out and communication preferences can decide whether a contact may receive a message.
MARKETING AUTOMATION DEMOS
Better demos forMarketing automation teams.
Marketing automation depends on data quality, consent, CRM sync and hand-offs to Sales. A campaign builder can look simple in a demo while the real buying questions sit underneath: who can be contacted, why they enter a journey and what happens when the data is wrong.
1,000+software demos reviewed
500+sellers trained
15+years in B2B software sales
I work with Marketing automation teams
01 / Buyer reality
What makes Marketing automation buyers different
Marketing, RevOps, Sales, privacy teams and IT can all influence the platform. They care about different parts of the same contact record.
CRM sync is critical
Lead status, account ownership, campaign activity and sales follow-up need clear rules across both systems.
Segmentation is only as good as the data
Missing fields, duplicates and stale attributes can put the wrong people into a campaign.
Attribution is a definition problem
Teams need to agree what counts as influence, source and revenue before the dashboard can be trusted.
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 Marketing automation demos usually go wrong
Where marketing automation demos usually go wrong. Here are the patterns that come up again and again.
Main challenge
Perfect journeys built on unrealistic data
Building a beautiful journey with a perfect contact record but never showing where the data came from or why that person is legally allowed to enter it.
Using a clean segment with no
Using a clean segment with no duplicates, missing values or conflicting CRM fields.
Showing lead scoring as a number
Showing lead scoring as a number without explaining the rules, data inputs and what Sales is expected to do with the score.
Showing an attribution dashboard without explaining
Showing an attribution dashboard without explaining the attribution model or how campaign and revenue data are connected.
Ignoring deliverability, suppression and subscription preferences
Ignoring deliverability, suppression and subscription preferences while focusing only on the email editor.
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 Marketing automation buyers.
Show a contact entering a journey
Show a contact entering a journey with a clear trigger, consent status and data source.
Show what syncs to and from
Show what syncs to and from the CRM, including ownership, status changes and sales activity.
Build a segment from realistic data
Build a segment from realistic data and show how missing or conflicting values are handled.
Follow the hand-off from marketing action
Follow the hand-off from marketing action to sales follow-up and back into reporting.
Show how opt-out, subscription preferences and
Show how opt-out, subscription preferences and suppression change the journey for the same contact.
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 Marketing automation
Marketing Ops teams can move quickly into field mapping, sync rules, scoring logic and attribution settings. Those details matter, but the demo should first show the marketing or revenue problem the workflow is meant to solve.
“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
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 marketing automation demos closer to real data?Let’s look at how your demo handles consent, CRM sync, segmentation and the hand-off to Sales before you show another perfect campaign.