🕹️ effective demo tips

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Preparing champions for deal momentums

Gal Aga points out a major disconnect in how most AEs support champions at the decision stage. Make business cases that actually gets read. Here’s how he does it:

Every call serves your business case

Selling = making the business case from day one.

➤ Discovery evolves. Calls should gather the why, what, how etc. infos

➤ After each call, update a living exec summary inside your deal room

⇢ In this way, your previous cases build as the deal moves forward

Write distinct problem statement

Start with what you’ve already uncovered.

❖ Spell out the pain, its root cause, and business impact

❖ Add urgency: Why problems needs current addressing

❖ Pre-empt scrutiny by including why this wasn’t solved

⇢ Things should make sense internally and defensible to leadership

Use the buyer’s language, not yours

Forget marketing terms and feature descriptive talks.

⇒ Pull actual language from stakeholder calls

⇒ Use their acronyms, phrases, terminologies

⇢ If it sounds like a sales deck, it won’t get past anything

Provide info execs rrally care about

What you think is helpful often isn’t what buyers need to decide.

↳ Quantified impact: Hours saved, revenues

↳ Scope: what’s included, what’s not present

↳ Terms: pricing strategies, contract length

↳ Evaluation: why your solution made the list

⇢ This is the stuff that makes the CFO say “let’s move”

Working together with champions

Don’t build it for them. Build it with them.

✔ Use deal room for reiterating concepts together

✔ Ask them:

“If this landed in your exec’s inbox today, what would they push back on?”

✔ Collaboratively edit documents live with each other

⇢ Champions are more likely to defend something they helped make

More questions present demos less

Arnaud Belinga explains how BDRs and SDRs run tech sales demos that actually convert by focusing less on features and more on process, value, and relevance they provide:

Stop doing generic feature walkthroughs

Too many reps default showing every tab just to fill time.

✘ Listing every feature available isn’t helpful for prospects

✘ Describing what a tool does isn’t showing what it solves

✘ Prospects don’t buy solutions, they’re buying outcomes

➤ Why it happens:

You don’t know the product well enough to be confident in selling its value

⇢ Solution: Use the product yourself and identify where it truly shines

Begin with qualification, not slideshows

Never launch into demos without asking questions first.

⇒ Understand their cases, goals, and what they already know

⇒ Skip the boring parts they don’t really care about knowing

⇒ Customize on the fly based on what they’ve been sharing

➤ Example:

“If the buyer says they care about LinkedIn workflows, don’t waste time on email automations.”

⇢ Respect prospects time by being relevant for their problems.

Lead with value, then deliver your feature

Reframe the product as process improvement.

✱ “Here’s how we help you close more deals using LinkedIn and email in one place”

✱ “One click → see all LinkedIn interactions + email activity on a single dashboard”

✱ “Instead of jumping between tabs: engage prospects faster, and win more deals”

The aha moment = when they see problems being fixed clearly and quickly.

Anchor back your proposals to resources

That’s what they really care about.

✔ Will this help them make more sales revenue?

✔ Will it help them save time and give balance?

If your demo doesn’t answer one of those, it’s not landing.

Refine your current presentation flows

After 10–20 demos, patterns emerge.

➤ Track what most people say “wow” to about your product

➤ Double down on those given features in your future demos

➤ Keep experimenting with various openers and transitions

Demos should get sharper every week.

That’s how you scale genuine results.

Structure beats excitement when closing

Matt Green discusses why great demos feel like progress however don’t successfully close deals. Turn post-demo energy into a structured path before excitement fades:

1. Provide same-day recap that goes up

Don’t prolong your wait. Buyers move fast and forget faster.

✱ Recap key goals, metrics, pain points, and risk of doing nothing

✱ Make it personal, buyer-specific: not just your product summary

⇢ Example forward:

“[Champion] flagged [Problem A] and [Goal B] as Q3 priorities. Looping you in since this likely ties to your team’s targets.”

➤ Frame it as value-proposition, not a courtesy follow-up.

2. Lock your timelines during the calls

Before you say goodbye, make the process tangible.

❖ Ask: “What’s going to be your internal process from here?”

❖ Nail down who’s involved, what approvals are needed, etc.

❖ Within 24 hours, send prospects a visual mutual action plan

⇢ Lay out future moves, date intervals, slippage risks.

Deals die when your given timelines are vague.

3. Multithreading while energy is high

Capitalize on emotional peak then slowly build your map.

Ask:

“Who else would be excited about this, or who might block it later?”

↳ Get referrals to other stakeholders while the demo is fresh

↳ Start building internal buy-in now when demo is ongoing

⇢ Wait too long and energy fades, then you’ll begin from scratch.

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