Manager “Chaperone” for Demo Prep Calls


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Here’s a terrific implementation tactic, suggested by a Great Demo! Workshop manager: Join pre-demo discussions (via phone, for example) between sales people and their presales counterparts as a “chaperone”. The idea is to both facilitate the conversation between the sales and presales participants, and to guide the discussion as necessary or appropriate.

Additionally, this approach can help identify those sales people who need more “encouragement” to gather discovery and qualification information that might be needed before a delivering a demo. Similarly, this tactic helps to train presales people to ask the right questions to get the information they need to prepare credible demos. Terrific idea!

Additional thoughts or comments on this are welcomed…

For more tips and articles on demonstration effectiveness skills and methods, email me at [email protected] or visit our website at For demo tips, best practices, tools and techniques, join the DemoGurus Community Website at or explore our blog at

Peter Cohan
Have you ever seen a bad software demonstration? Peter Cohan is the founder and principal of Great Demo!, focused on helping software organizations improve the success rates of their demos. He authored Great Demo! - how to prepare and deliver surprisingly compelling software demonstrations. Peter has experience as an individual contributor, manager and senior management in marketing, sales, and business development. He has also been, and continues to be, a customer.


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