Presales On-boarding Training Novel Concept


Share on LinkedIn

Here’s a terrific idea for training new presales staff: Teach them your discovery/qualification process before teaching how to demo your software… Why consider this approach?

– It models the principle of doing discovery/qualification before presenting your solutions.
– It teaches new hires how to put together summaries of customer-specific situations (“Situation Slides”).
– It breaks the tradition of “Here’s our standard demo script… Learn it!”

This method also helps put your software in context:
– What specific customer problems does it solve?
– What specific capabilities are needed to solve these problems?
– What customer job titles are involved, and in what specific way?

If anyone (else) is already doing this, please let me know how it has been working for you…

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 the Great Demo! LinkedIn Group, 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.


Please use comments to add value to the discussion. Maximum one link to an educational blog post or article. We will NOT PUBLISH brief comments like "good post," comments that mainly promote links, or comments with links to companies, products, or services.

Please enter your comment!
Please enter your name here