🏆 demo success

To access all my premium resources, please upgrade to Premium.

SalesDaily Elite – Ready-to-Use Sales Content

Give your org immediate access to high-impact sales material that actually gets used: objection handling frameworks, outbound strategy breakdowns, and more.

✔️ Designed for trainings, onboarding, and internal delivery
✔️ Fully editable in Canva – integrate using your workflows
✔️ Trusted by great sales coaches & high-performing teams

Ideal for CROs, heads of enablement, and sales leaders.

⇢ [Access SalesDaily Elite]

Questions uncover VP’s actual priorities

Salman Mohiuddin discusses an effective three-step method for involving leadership in demo presentations without going around champions or building political friction:

✔ Uncover the “Why”:

📌 Ask what’s driving this to be a priority for their VP.

📌 Sample phrasing:

"If you don't mind me asking, what's driving this to be a priority for your VP?"

✔ Learn buying process:

➤ Seek clarity for when leadership joins evaluations.

➤ Sample phrasing:

"When do you typically get leadership involved in evaluations like this?”

“Is it after you've seen the demo, when it aligns with business case, or at the proposal stage?"

✔ Recommend demos:

✅ Verify your champion’s assumptions.

✅ Ask them what needs to be understood.

✅ Sample phrasing:

"When you're confident the platform being offered solves your primary business use cases, you'll bring in leadership, right? Is that fair?"

✅ Follow with:

"What needs to be seen in the demo to give you confidence it's worth bringing to your leadership team? Can you walk me through it?"

If champions are resisting

Vague answers are potential deal risks.

Look for specifics, not commitments.

❖ Understand what matters to leadership.

❖ Map how their decisions are processed.

❖ Clarify the points triggering escalation.

❖ If answers stay vague, flag the opportunity.

Practice demo exchange

Establish confirming lines that give champions direction back.

🎤 "Is that a fair assumption?"

🎤 "What needs to be seen in the demo to give you confidence to involve leadership?"

🎤 "Can you walk me through what a leadership-ready demo sounds like for you?"

Deal signal notification

Small cues tell you when deals are healthy or at risk.

⚠️ Champion refuses to define leadership needs → Red flag.

⚠️ Champion can map process and proof points → Signal.

⚠️ Champion delays involvement → Plan demo to meet criteria

Effective workflows for demo presentations

Patrick Kelley reveals why live demo presentations fail often. Learn how to replace them with recorded demos that sound live, run smoothly, and keep your prospects engaged:

No-fail demo alternatives

📌 Kelley’s advice: Never do live demos again. Record instead.

📌 Play the recording during your meeting while narrating live.

📌 To customers, things feel the same - except nothing breaks.

Example: Instead of nervously showing how to set up a Zoom Phone extension live, you play a clean 3-minute recording.

Talk it over with energy:

“Here’s where you add a new user. Notice how easy it is to configure call routing.”

📌 Every click works instantly.

Recording demos correctly

💬 Record the full screen, not just the app, so it looks natural.

💬 Don’t stop for mistakes. Just keep going and edit them out.

💬 Keep recordings short, 2–4 minutes for one product feature.

↳ Example: Demoing Power Automate in Microsoft Teams?

↳ Do the presentation once, and remove slight hiccups.

Clean things with editing

Kelley recommends simple tools:

↳ iMovie (Mac)

↳ Clipchamp (Windows)

↳ Camtasia (advanced editing)

✱ Remove the “ums,” long pauses, or errors.

✱ Create smooth, product demo transitions.

✱ Think of it like rehearsing your sales pitch.

✱ You’re refining until demos land perfectly.

Embed into presentations

Drop your videos into PowerPoint or Google Slides:

💡 Set them for auto-play when your presentation appears

💡 Mute the video so your live voiceover takes center stage

💡 Hide playback controls so prospects cannot differentiate

Example dialogue:

Prospect: “Wow, it’s so smooth. I wish our software ran like that.”

You (smiling): “That’s exactly the point. It really is this seamless.”

Handling live questions

What if someone interrupts mid-demo?

❖ Hit the space bar → the video pauses instantly

❖ Answer their question naturally

❖ Hit space again → resume like nothing happened

Example:

Prospect: “Wait, can you back up to where you added that automation step?”

You: “Of course. Let’s pause here - in this section? That’s where it all happens.”

Surface problems early with discovery questions

Chris Orlob breaks down why the majority of sellers aren’t detecting pain. Great sellers uncover pain early with structured presentations making customers open up in minutes:

Slide 1: The change

📌 Introduce primary market changes that’s an opportunity.

Example:

“We’ve shifted from growth at all costs… to highly efficient growth.”

📌 This frames the conversation around something irresistible.

Slide 2: The problem

❖ Connect this shift with problems they’re facing right now.

Example:

“Only 48% of reps are hitting quota. Skill gaps are being exposed.”

❖ This makes the problem-specific and urgent for everyone.

Slide 3: The attempt fix

➔ Show what people try, and why it’s failing now.

Example: “87% of sales training is forgotten in 30–90 days.”

➔ This eliminates dead ends and sets you apart.

Slide 4: The narratives

✅ Narrate relatable stories that makes people feel the challenge.

✅ This turns your abstract data into something really personal.

Slide 5: Pass challenge

⇒ Hand everything back:

“Enough about us, tell me about your unique challenges.”

⇒ This builds sharing opportunities gradually.

Partnering with these newsletters:

• The Follow Up: We talk about Sales like your friend, not your manager

• Big Desk Energy: Startup stories and lessons

• B2B Whales: Proven B2B sales strategies

• Creator Spotlight: Grow with social media and newsletters

Check them out!

P.S. Get access to all my premium resources and infographics - subscribe to Premium