{"id":46792,"date":"2026-06-02T16:44:26","date_gmt":"2026-06-02T16:44:26","guid":{"rendered":"https:\/\/greatdemo.com\/?p=46792"},"modified":"2026-06-02T16:44:26","modified_gmt":"2026-06-02T16:44:26","slug":"the-role-of-sales-in-great-demos-part-2","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/the-role-of-sales-in-great-demos-part-2\/","title":{"rendered":"The Role of Sales in Great Demos \u2013 Part 2"},"content":{"rendered":"

Yesterday\u2019s post was the first half of a Goldilocks story: Too little, too much.<\/p>\n

Today we enjoy \u201cjust right!\u201d<\/p>\n

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Salespeople have a specific and carefully choreographed role in demos when following the Great Demo! methodology. Here are some of the key ideas:<\/p>\n

0. Before the demo: Ensure that sufficient discovery information has been uncovered and communicated to the balance of the team and especialmente<\/em> to the person presenting the demo, along with the other pre-demo information on players, timing, location, etc.<\/p>\n

This includes agreeing on what should be shown and what should no<\/em> be shown in the demo!<\/p>\n

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  1. Introductions:\u00a0Sales should ask or confirm the Three Questions (What is your name?\u00a0What is your job title?\u00a0What would you like to accomplish in our demo today?).<\/li>\n<\/ol>\n

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    1. Situation Slides:\u00a0Sales should present the Situation Slide(s).<\/li>\n<\/ol>\n

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      1. Illustrations:\u00a0Not required, but highly recommended! The best salespeople can competently and confidently present Illustrations.\u00a0This also enables them to deliver Vision Generation demos, as well (sin<\/em> the need for another vendor resource to be present).<\/li>\n<\/ol>\n

         <\/p>\n

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        1. Questions:\u00a0Sales should field and park questions, as appropriate.\u00a0Salespeople should also be tracking what was asked and answered, so that they can be properly prepared for the Final Summary. Sales may also need to gently step in and ask clarification questions, before other vendor team members head off into the weeds\u2026!<\/li>\n<\/ol>\n

           <\/p>\n

          That\u2019s just half of the list \u2013 see Part 3 tomorrow for the balance!<\/p>\n

           <\/p>\n

          And here are resources for improvement:<\/p>\n