10 easy ways to improve your demo without waiting for your AE
In my demo workshops, I hear the same frustration again and again.Many SEs say they cannot improve their demos because their AEs do not give them enough customer context. Some complain that demos are scheduled too early.Others struggle because there is no clear direction or shared goal. All of these points are valid.A bad setup […]
Finding the Sweet Spot in Your Demo
For a long time, I believed my job during a demo was to say everything I knew.Every feature. Every workflow. Every corner of the product. I convinced myself it was the right thing to do.“If they have all the information, they will make the right decision.” That was the story I kept repeating. Looking back, […]
How to Handle Questions During a Demo Without Losing Flow
Questions during a demo are a good sign. They show your audience is paying attention and engaged with what you’re presenting. But let’s face it—if you don’t handle them right, questions can disrupt your flow and take the conversation off track. The key is managing questions without losing momentum or focus. Here’s how you can […]
When 3rd-Party Consultants Are ‚Helping‘ with Vendor Selection – and How to Avoid Their Feature Checklist Mess
If you’ve ever had to deal with external consultants during a customer’s vendor selection process, you know the struggle. You walk into the meeting, ready to solve the customer’s problem, and then it happens. The consultant shows up with their massive feature matrix. “Does your product do this?”“Can you show us that?” Suddenly, the focus […]
What House-Flipping Shows Taught Me About Software Demos
Let’s talk about one of my guilty pleasures: house-flipping shows. You know the ones—people find a run-down property, add some magic, and voila, it’s a dream home. Or those “our-new-beach-house” shows where they take you through perfectly furnished spaces that look like a Pinterest board. But here’s the thing: why are the houses always fully […]
Visual Storyboard: Make your Demo more memorable by leveraging Spatial Memory
Have you ever noticed how you can effortlessly recall the layout of your favorite café but struggle to remember a simple grocery list? This contrast is due to the power of spatial memory. By harnessing this natural ability, you can enhance your audience’s retention of the key messages in your demos. Understanding and leveraging spatial […]
What’s the Sellers Role during a Software Demo?
The Software Demo: What’s the Seller’s Role? Software demos offer a powerful way to demonstrate how your product uniquely addresses your prospect’s most pressing business challenges. A well-executed demo can mean the difference between securing a deal or hearing a disappointing „no“. However, with solutions engineers (SEs) or other technical leads in the spotlight, it’s […]
The Power of Strategic Entry and Exit Criteria to Enhance the Success of your Software Demos
Imagine your sales strategy as a precisely calibrated engine. Without deliberate guidelines, this engine might function, but its performance wouldn’t be optimal or consistent. This is where the significance of entry and exit criteria comes into the picture, acting as a blueprint for a structured and high-quality sales process – ensuring the engine runs smoothly […]
Mastering your Software Demos and Complexity with Layered Information
From all the demos I’ve seen, there’s a recurring mistake. Getting into the specific cababilities of your software prematurely. When your potential customers is far from being ready for this level of input. The concept of „Layered Information“ is about tailoring the depth and complexity of the information you are going to present based on […]
Saying ‚No‘ in Presales to Poorly Qualified Demos, POCs, RFPs and Opportunities
Have you ever been involved in an Request for Proposal (#RFP), a #demo, or a Proof of Concept (#POC) and thought to yourself that the chances of winning are very low? It’s a common situation. 🤔 Choosing to let go of an opportunity is not about being uninterested or unhelpful; it’s about making thoughtful decisions […]
