Requester adoption matters
If buying is too hard, people go around the process and spend visibility gets worse.
PROCUREMENT DEMOS
Better demos forProcurement and spend teams.
Procurement software has to work for occasional requesters, professional buyers, Finance, AP and suppliers. Policy, approvals, supplier data and ERP integration decide whether the process actually works outside the procurement team.
1,000+software demos reviewed
500+sellers trained
15+years in B2B software sales
I work with Procurement and spend teams
01 / Buyer reality
What makes Procurement and spend buyers different
The person requesting something may use the system twice a year, while procurement and Finance live in it every day. Suppliers may also be part of the workflow.
Approvals depend on context
Amount, category, entity, budget, supplier and risk can all change who needs to approve.
Supplier onboarding is part of the process
Bank data, tax data, questionnaires, approvals and master data must be correct before buying can start.
ERP and AP integration matter
Supplier, purchase order, receipt and invoice data often move between procurement and finance systems.
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 Procurement and spend demos usually go wrong
Where procurement demos usually go wrong. Here are the patterns that come up again and again.
Main challenge
Admin workflows that ignore requester adoption
Showing the procurement admin view while ignoring the occasional requester who just wants to buy something without learning a new system.
Showing a clean catalog purchase only
Real buying includes services, non-catalog items, new suppliers and requests that need clarification.
Skipping supplier onboarding
The buyer still needs to know who collects supplier data, who approves it and how it reaches the ERP.
Using one simple approval chain
Real approvals change by spend level, category, country, entity and risk.
Showing a savings dashboard without explaining
Showing a savings dashboard without explaining the baseline, source data or which spend is actually covered.
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 Procurement and spend buyers.
Follow a real requester from need
Follow a real requester from need to approved purchase without assuming they know procurement language.
Show a new supplier entering the
Show a new supplier entering the process, completing data and reaching the correct approval and ERP record.
Change the amount, category or entity
Change the amount, category or entity and show how the approval path changes.
Show what data moves to and
Show what data moves to and from ERP or AP and who owns the supplier and purchase data.
Trace a spend number back to
Trace a spend number back to the transaction or source so the buyer can see what is included.
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 Procurement and spend
Procurement and Finance teams can quickly focus on approval rules, supplier fields, ERP mappings and category logic. Those details matter, but first make the buying problem clear, such as low adoption, poor spend visibility or slow supplier onboarding.
“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 procurement demos work for more than procurement?Let’s look at the requester, supplier, approval and ERP hand-offs that decide whether the process works in real life.