Great Demo!

"Let me show you how this works..." If that’s how your demo starts, you’ve already lost them. A client I worked with was struggling—prospects would sit through their demos, nod along, and then... nothing. Deals stalled. No urgency, no excitement. The problem? They were showing features BEFORE proving value. We flipped the script. Instead of diving into “how it works,” they started with why it matters—using a simple Situation Slide to frame the buyer’s problem upfront. The result? More engagement, faster decisions, and fewer ghosted follow-ups. Buyers often care more about the impact than the mechanics. Lead with that, and watch what happens.

Great Demos Start with Great Discovery This week, I had the pleasure of leading another Great Demo! workshop with the wonderful team at Infront. It was our third session together, part of the ongoing Winfront programme—a thoughtful learning journey to support the sales organisation in building stronger discovery and demo skills. Each session brings together sales managers, leaders, and SDRs, which I truly appreciate—because Great Demo! isn’t just for presales. It’s for anyone who wants to better connect with buyers and communicate value in a clear, engaging way. We explored: ?? Discovery skills ?? Early-stage demos ? Proof demos that land with impact No feature overload.? No monologues. Just practical steps toward more customer-centric, value-led conversations. A heartfelt thank you to Richard and Berry for their trust, collaboration, and continued commitment to this programme. #GreatDemo #SalesEnablement #BuyerEnablement

Most sales teams worry about losing to competitors. But do you know what’s worse? Losing to no decision. I have seen way too many "maybe later" responses after demos. The problem? They weren’t creating urgency. But when you start using real numbers to frame the cost of inaction: "If this problem isn’t solved, you risk losing $100K+ in inefficiencies over the next six months." That simple change can cut the "no decision" rate in half. Don’t just demo the solution—highlight the impact of doing nothing. Push them to do something.

Why Demo Automation Isn’t Just for Buyers (It’s for Sellers, Too) Most teams automate demos for one reason: “Let’s show buyers something cool so they fill out the form.” Fair enough. A good automated demo can generate leads. But that’s not the whole story. If you’re only automating demos to satisfy buyer curiosity, you’re missing out on a real leverage. Because done right, demo automation helps sellers just as much—maybe more. The demo dilemma: Buyers want to see something. Sellers want to know something. Every seller knows the tension. Your buyer wants to see something. They want a visual. A feel. A taste of what your product can do. They’re thinking: “Don’t just talk to me. Show me.” But as a seller, you’re not ready to show everything yet. You need context. You need to understand their business. You want to guide the conversation. You’re thinking: “Don’t make me guess. Tell me what matters first.” This back-and-forth causes friction.? Sellers stall the demo.? Buyers get frustrated. That’s where demo automation comes in. The new play: satisfy curiosity and spark the conversation Instead of a big, bulky, 10-minute product walkthrough, think smaller. Think short, focused, automated demos that solve one pain point and spark one reaction: “That looks interesting. Can we discuss this in more detail?” Now you’re not guessing. You’re guiding. You’ve scratched the buyer’s visual itch without giving away the whole plot. They’ve seen a slice of the solution—and now they want to talk about their specifics. Which is exactly what you want. Why sellers love this: ? You get early signals on what resonates. ? You qualify leads without burning too many hours (or resources). ? You shape the conversation based on what they like. No more demoing into the void.? No more waiting on other resources. No more hoping they tell you their priorities. It’s like showing them the trailer before filming the movie. Here’s a simple framework: 1. Pick a pain - Choose a key problem your product solves for a similar role.? 2. Ask if this resonates. - If it does, ask if they want to see it. 3. Show the outcome first - Lead with the result. - Keep it short (90 seconds or less). 4. Ask your discovery questions and qualify.? 5. Add a clear CTA – “Want to see more?” Then watch what happens. Buyers get clarity. Sellers get context. Everyone gets value. When you shift your mindset from “demo to impress” to “demo to enable the buyer”, your sellers win. You stop guessing. You start guiding. And your pipeline gets better. Great demo automation doesn’t replace conversations. It starts better ones. #sales #greatdemo #demoautomation #saas

Want to boost your demo engagement by 72%? It’s all about making your demos more digestible. Research shows that viewers stay more engaged when they can choose what matters most to them. In our latest webinar with Natasja Bax ??, discover the best practices for automated demos that can also enhance your live demos. Learn how breaking demos into smaller, personalized chunks boosts engagement by 72% and keeps buyers moving toward a decision faster. ?? Watch the webinar on-demand now: https://lnkd.in/es_FUuRW

Discovery isn’t an interrogation—it’s a conversation. ?? When you turn discovery into a dialogue, you unlock deeper insights and set the stage for a high-impact demo. Stop grilling, start engaging! #Sales #Discovery #GreatDemo #Presales

Helping buyers buy is the new way to sell. Think of it like giving a GPS instead of a paper map—it makes the journey faster and less stressful. Make internal selling easier for your buyers, and you’ll close deals faster. #Sales #Presales #BuyerEnablement #GreatDemo

Showing the product is easy. Selling it is a different game. Here’s how you know your demo needs work: ? No questions. ? No follow-ups. ? People leave early. ? Even you are bored. The fix? Back to basics: ? Make it about them. ? Tailor it every time. ? Start with the solution. ? Make it a conversation. Do the DOs. Watch what happens. Swipe →

I hope to see you in the upcoming public workshop!

Biggest misconception in sales demos: ?? “Show the solution” ≠ Give a full product overview. ? “Show the solution” = Show how you can solve my (the customer's) problems. ? Your software is not a solution. It’s a product. Use your software to solve a problem. A solution is only a solution if the customer agrees it solves their problems. So stop giving product demos. Start giving problem-fixing demos. Solution-first.? Not feature-first.