Insights
Resources
Practical insights on software demonstrations, presales methodology, and building repeatable sales capability.
Insights & Articles
Each article explores a specific challenge in the software sales and presales process - from first meetings to procurement evaluations.
Sales & Presales
Why Great Software Still Loses Deals
Good software loses deals every day. Not because of price. Usually because of what happens in the first meeting - and the four specific reasons it goes wrong.
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Framework
Demonstrability by Design
Why some products are genuinely hard to demo - and why the fix usually isn’t more training. A look at demonstrability as a product design challenge.
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Startups
Startups: Working Without a Dedicated Sales Team
Most advice about software demos assumes a Sales and Presales function. Startups don’t have one. Here’s how to apply the methodology when it’s just you.
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- The Customer Attention Budget
- What a Good Demo Environment looks like
- Why Customers Buy Confidence, Not Features
- Public Sector Buying: How It Actually Works
- The Scored Demo: Preparing for Evaluated Demonstrations