We constantly face a myriad of issues to ensure our demos will be successful. Getting and keeping the audience’s attention, properly setting audience expectations, overcoming less than ideal opening pitches from your Account Executives, understanding and validating everyone’s priorities, managing your time, and closing your demo effectively are just a few. There are a number of methods to address these common demo challenges and considerations, but there’s one tactical approach you can take to address all of them and more. Best of all, it requires minimal preparation time and effort: use a detailed demo agenda slide. This session will go into detail on the many ways that a detailed demo agenda can help ensure your demo is infinitely more successful, and offer up tips and tricks to maximize its effectiveness.
President & Founder Presales Mastery
Kerry Sokalsky is the Founder and President of Presales Mastery, helping B2B software sellers win more deals with personalized 1-on-1 demo call coaching. Using an online coaching platform, we coach recorded prospect demos to provide feedback on real-world performance, leveraging our proprietary 103-metric demo performance best practices framework. Our long-term coaching reinforces key learning concepts to convert them to sellers’ sales muscle memory, and focuses on individuals’ unique skill gaps that often aren’t addressed in group training. Kerry has over 18 years of global presales and sales enablement leadership experience at both dynamic software startups and Fortune 50 firms. An accomplished demo coach, he brings his clients both first-hand demo experience, having delivered over 1,000 custom enterprise demos over his career, along with a wide breadth of perspectives from working with dozens of presales organizations across the globe. Kerry is also the Founder of SETO, the Toronto-chapter of SE Nation, and co-author, with Chris White, of the Presales Buyer’s Guide.
