Reprise News

Our first Real Talk: PreSales Collective webinar - I’ll be honest with you - it was emotional. It got raw, it got real, and it was honest and cathartic. 

Not quite what you expected from a sales engineering webinar? Well, here’s what went down.

Our panelists were Audrey Jaspart from Hubspot, Chris Browne from Dynamic Signal, and Adam Lazzara from Sprout Social, and they all contributed so much to the conversation - insights from their extensive experience, deep professionalism, and plenty of grace when talking about sometimes difficult topics. Thanks, team! You can watch the complete replay here if you missed it.

Is your demo flatlining? You might need the help of DemoDoctor - founded by Chris White. He’s an expert in the field of closing demos - making them as effective as possible so you’re getting more deals from your demos. He’s also the author of Six Habits of Highly Effective Sales Engineers, written to help sales engineers deliver killer demos. 

Ben Kennedy, senior sales engineer at Branch.io, believes you are using your software trial incorrectly in your sales motion.

On a call with our founder Joe Caprio, Peter Cohan brought up a concept from his book Great Demo: How To Create and Execute Stunning Software Demonstrations. Instead of walking through a long, arduous demo the salesperson should instead “do the last thing first” and show the end result.

"As customers, we take a look at the end result right up front. And we make a very rapid decision: does this look interesting? Does this look like it will solve my problems?" ~ Peter Cohan

His analogy is to a prospect choosing a recipe in a cookbook: show them a photo of the delicious meal before you make them sit through the cooking instructions.

But how do you show the final “delicious meal” for your complex software product?