2022 SE Trends: Practice with Ramzi Marjaba
We spoke with Ramzi Marjaba, a Senior Sales Engineer and founder of We the Sales Engineers a resource for sales engineers by sales engineers.
2022 SE Trends: Customer Centric Demos with Natasja Bax
We spoke with Natasja Bax, founder and principal at The DemoScene, which delivers effective and pragmatic workshops for those who would like to excel in software sales.
Email Personalization at Scale: 4 Proven Methods
Four proven methods from top SaaS sales teams on how to personalize your emails not only for opens but also for engaged responses.
2022 SE Trends: Presentation Skills with Tony Francetic
We spoke with Tony Frencetic, a Senior Manager of Solutions Consulting at Thomson Reuters, the world’s leading provider of news and information-based tools to professionals.
Top Tips from Sales Engineering Experts
In our SE interview series - we spoke with top members of the presales community and they shared their favorite tips and tricks for new and experienced SEs.
2022 SE Trends: Demo Scripts with David Hayes
We spoke with David Hayes, CEO of Demo Gorilla - a browser extension for live SaaS demos that tells your sales teams exactly what to say to sell your product.
2022 SE Trends: Creating Connections with Chris White
We spoke with Chris White, the founder and CEO of Tech Sales Advisors - which offers training and consulting for presales engineers and software sales teams.
2022 SE Trends: Presales Tooling with Kerry Sokalsky
We spoke with Kerry Sokalsky, the President and Founder of Presales Mastery - which helps B2B software companies create better demos to win more business.
2022 SE Trends: Listening + Discovery with John Care
We spoke with John Care, an author, speaker, and professional trainer at Mastering Technical Sales – a training and consulting company specializing in the skills improvement and development of presales engineers.
What is Demo Software? (Plus 5 Stellar Software Demos)
Creating amazing software takes a lot of hard work, but that alone won’t guarantee its success. Prospective customers have to have exposure to the product to understand how they can get value out of it.
How to Improve Your SE Hiring Process: Tips from Top SE Leaders
The market for top sales engineering talent is tight - a wide array of companies are competing for a limited pool of presales talent.
Top Presales Software for 2022
Round up some of the best presales tools on the market today.
How to Improve the Sales Discovery Process: Opinions From Top SEs on Presales to Sales Handoffs
Seven crowd-sourced ideas from expert sales engineers in the B2B space to upgrade your discovery process.
How to Craft a SaaS Demo Follow-up Email That Converts
Tips on how to craft a follow-up email after a SaaS product demo and post demo follow up templates.
Outbound Prospecting: 5 Modern Strategies From Industry Experts
An explanation of what traditional outbound prospecting is and its pitfalls and five different prospecting techniques to catch and keep your leads’ attention.
What is Demo Automation Software?
How to automate the creation of product demos and give your prospects an early, hands-on experience with your product.
5 Tips to Prepare Perfect Conference Software Demos
5 tips to create a stand out software demo and drive pipeline at your next conference.
The Essential Guide to Sales Demo Software
An essential list of sales demo tools to help ace discovery, sales demo environments, and live demos.
What is a Demo Center? [Plus 5 High Quality Examples]
What a product demo center is and five examples of high-quality product demo centers currently being used by leading B2B software companies.
An Intro to a Product-Led Sales Motion
Overview of what a product-led sales motion is, how to implemented it successfully, and who can benefit from it.
Typical SaaS Sales Process in 2022 [Plus Tips to Reduce Sales Cycle Length]
An outline of each stage involved in the average SaaS sales cycle and provide tips to increase sales velocity of each stage.
What are Self Guided Demos & How to Use Them
Self guided demos give your prospects hands-on access and speed up the time it takes to discover your product’s value.
How to Qualify and Route Leads based on Interactive Product Demo Behavior
Use product demos to monitor user behavior, set qualification thresholds, and route leads to your sales team before a free trial even starts.
Effective Software Demos in 2022 [Best Practices to Sell to Modern Buyers]
A look at the traditional sales-led software demo and best practices for selling to today’s software buyers.
Build a Better Software Product Demo Experience [How to Move Beyond Traditional Product Demos]
The traditional sales demo model prolongs the cycle at best and risks a sale at worst.
My Product Isn’t Designed for PLG: How Can My Business Become Product-Led?
With the explosion of product-led growth (PLG), many companies are critically evaluating what it means for their go-to-market strategy.
5 Ways to Incorporate Interactive Product Demos Into The Customer Journey
During a bygone era, prospects would sit back and watch the sales process unfold in front of them...
Self-Service Education With An Interactive Product Tour
In the past, it was common for software vendors to be the gatekeeper of information in the buying process...
How to Create Stand Out Demo Leave-Behinds
Congrats! You just finished a great demo with the prospect. They even invited a few members from their team...
What is a Demo Engineer?
A demo engineer is someone who works with customer-facing teams to prepare and deliver tailored, solution-oriented demos...
Measuring Impact - The Role of Data in Product Led Sales
I sat down with Earl Lee, CEO and Co-Founder at HeadsUp. HeadsUp is a solution to help...
Investing in Presales - How a Great Demo Moves the Needle
I sat down with Kerry Sokalsky, President and Founder at Presales Mastery where he helps...
Becoming Product-Led Without Going Freemium
Product-led growth (PLG) is here to stay. OpenView reports that 86% of SaaS companies are planning on increasing investment in their product-led strategies...
“Getting to Wow”: Helping Growth Teams Accelerate the Time to Value
I sat down with the Demo Doctor, Chris White, founder of TechSalesAdvisors. With over 30 years...
Focusing on What Matters Most in Top Funnel Sales
Chris Ortolano is the founder and principal at Outbound Edge, a consultancy that helps...
Demo Software Simulations – The New Way to Showcase Your SaaS Product
Implementing a demo software simulation is a fantastic strategy for SaaS companies to engage prospects in a more meaningful way.
The Essential Guide to Incorporating Demo Automation Into Your Sales Process
The demo automation tooling space is fast moving with new solutions that solve a variety of pain points across the sales and marketing...
The Changing Role of the Product Demo: A Conversation with Don Carmichael
I sat down with Don Carmichael, an experienced PreSales professional...
What is a Micro Demo?
A product demo is a powerful and engaging sales tool that helps immediately showcase product value to a prospect ...
Building an Unbreakable Software Demo
The unbreakable product demonstration. Demos fall apart all the time ...
How To Create An Outstanding Explainer Video
Explainer videos are high-level overviews of a product offering or service ...
The Demo Follow Up: A Conversation with Ed Jaffe
I sat down with Ed Jaffe, founder and coach at Demo Solutions ...
What is a Sandbox Environment?
A sandbox environment or product sandbox is a testing environment that enables a user to experiment and explore a logically isolated system ...
Three Questions Product Demos Should Answer
Three questions for for the product demonstration. If you work in technical sales or presales, chances are you’ve given your fair share of product demonstrations ...
The Ignition Demo: A Conversation with Peter Cohan
I sat down with Peter Cohan, renown sales coach and author of the Great Demo! ...
How to Sell Your Product with Your Product
Learn how to use your product to sell your product. There is a new wave in B2B software sales ...
What is DemoTech? Definition, Examples, and Trends
There is a gap in the modern sales stack. There are dedicated tools for lead generation, prospect outreach, meeting facilitation, conversation intelligence, and customer relationship management...
Why Low Touch Sales is Winning
Differentiated demo followups. No one likes getting sold...
What is a Product Qualified Lead and Why Should I Care?
You may have heard of marketing qualified leads (MQLs) or sales qualified leads (SQLs) as methods to track and quantify prospective buyer intent. As a lead actively engages...
The Minimum Viable Demo
How do you deliver an excellent, yet concise demo that resonates with a prospect while keeping them focused and engaged?
The Five Signals of Buyer Intent in SaaS Sales
Buyers consider many different vendors when exploring software options ...
The Art of Experiential Selling
58% of enterprise software buyers cited the “product demonstration” as the top call to action...