Better demos.More customers.That's the goal.
I help B2B software teams turn more demos into real pipeline and revenue through clearer storytelling, stronger communication, and proven demo techniques.
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Hi, I'm Max Lüpertz.
I've spent over 15 years in presales, sales, and leadership roles, and made more demo mistakes than I can count. My mission now is to help others avoid those mistakes and make their demos more customer-centric, relevant, and engaging.
I've coached 500+ solution engineers to feel more confident and deliver demos that go beyond the product, and truly speak to what their customers care about.
For me, demo training isn't just about presenting better. It's about shifting how you see your role, and becoming someone your customers and colleagues trust.
Based in Cologne, Germany — grew up in Mönchengladbach.
My path to Presales Rockstars
Started in Presales
Early careerI began my software career in presales, where I ran 1,000+ product demos and worked with customers around the world. That’s where I learned how much a buying decision depends on how well you understand and communicate what really matters to your customer.
Moved into Sales & Leadership
London & beyondOver the following years, I moved from presales into account management and sales leadership. I lived and worked in London, built the UK & Ireland business for HYPE Innovation, and later led sales, presales and SDR teams at Code Intelligence.
Back to Presales
2021In 2021, I started Presales Rockstars. Since then, my focus has been on helping software companies improve their demos, discovery and buyer communication, based on what I learned from working on both sides of the sales process.
Trained to Coach High-Performance Teams
2024I completed training in High Performance Leadership and Psychology for High Performance Teams through the Barça Innovation Hub, and became a Great Demo! Certified Coach in 2024.
Today
NowI coach and train sales and presales teams globally and regularly speak at industry events. My sessions at Demofest London have been recognized for both attendance and content.
About Presales Rockstars
Presales Rockstars started as a small side project. Just a place to reflect on my own learnings and share stories from the field on LinkedIn.
What began as a few posts slowly turned into a growing community and regular requests from teams who wanted me to share my learnings with their peers.
Starting my own business was something I always had in the back of my mind. So when the time felt right, I left my job as a Sales Director and decided to fully focus on helping Solution Engineers unlock their potential.
I love working with startups, scale-ups, and fast-growing SaaS teams. Especially those looking for fresh ideas on how to grow their SE team and create a better, more memorable buying experience.
Having worked as an SE, AE, team lead, director, and enablement manager, I know how to speak everyone's language and connect the dots between roles.
While my training is focused on demos, I always look at the full sales and buying journey. Because a great demo alone won't get the deal — everything needs to work together.
A few awards my mum put on the fridge
Methodologies I work with
Every SE and demo training needs to fit into the bigger picture. That's why I always align my work with your existing sales methodology to create real synergies between presales, sales, and the buyer journey.
Whether you're using:
- MEDDPICC to qualify and navigate complex deals
- SPIN Selling to uncover needs through better questions
- Value Selling to focus on business impact
- Challenger to reframe customer thinking
- Solution Selling to map capabilities to pain points
- Command of the Message to land a consistent narrative
…or any homegrown hybrid version, the goal is the same: make sure your demos support your sales motion, not compete with it. My job is to help your SEs become strong contributors to your sales process, not a separate track.
Because when messaging, qualification, and demo delivery all pull in the same direction, that's when things really start to click.
Max Lüpertz — certified Great Demo!® coach
Founder of presales.rocks. Trained 500+ SEs and sellers at companies like Unit4, ivalua, Shopify, Ixon Cloud, and Personio. Certified by Peter Cohan and Natasja Bax to deliver the Great Demo! methodology in-house and online.
Certified Great Demo!® Coach
Great Demo!® Certified CoachAuthorized to deliver Great Demo! workshops, seminars and coaching programs to sales, presales and customer success teams.My approach — hands-on & scalable
In every session, I focus on practical, hands-on skills that your team can use in their very next call. This includes asking better questions, telling clearer stories, and running more focused demos.
These are often small things, but they make a real difference when they are done well.
Over time, I have learned that skills alone are not enough if you want to create lasting change. That is why I work with the Great Demo! framework. It provides a simple structure that helps teams become more consistent, easier to scale, and better aligned with the way customers actually buy.
It also fits well with most sales methodologies such as MEDDPICC, SPIN, or Value Selling. At the same time, it goes beyond just improving demo delivery. It helps solution engineers become a stronger and more active part of the overall sales process.
And while the content itself is serious, the learning experience does not have to be. People learn best when they feel relaxed and engaged. That is why I include a few lighter moments along the way. There will be some memes, a few laughs, and most likely a couple of “aha” moments around behaviors that we all recognize but rarely talk about.
Max in action
