{"id":46814,"date":"2026-06-08T11:13:50","date_gmt":"2026-06-08T11:13:50","guid":{"rendered":"https:\/\/greatdemo.com\/?p=46814"},"modified":"2026-06-09T05:24:34","modified_gmt":"2026-06-09T05:24:34","slug":"the-role-of-sales-in-great-demos","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/the-role-of-sales-in-great-demos\/","title":{"rendered":"El papel de las ventas en las grandes demostraciones"},"content":{"rendered":"
En cuanto al papel de las ventas en las demostraciones, esto es lo que NO hay que hacer:<\/h5>\n
    \n
  1. Nothing.<\/li>\n
  2. Way too much.<\/li>\n<\/ol>\n

    Far too many salespeople contribute far too little \u2013 or far too much \u2013 in demos with their team members. They handle introductions (often too limited), inflict corporate overview presentations on their prospects, then apparently disappear during the actual demo, only to magically reappear for the final few minutes of \u201cnext steps\u201d discussions. Others feel an urge to \u201cpile on,\u201d adding unnecessary comments in an effort to reinforce the presenter\u2019s statements.<\/p>\n

    Too little, too much!<\/p>\n

    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

      \n
    1. Before the demo:\u00a0Ensure 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.<\/li>\n<\/ol>\n

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

        \n
      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
      2. Situation Slides:\u00a0Sales should present the Situation Slide(s).<\/li>\n
      3. 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
      4. 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
      5. Intermediate Summaries:\u00a0Sales should be ready to deliver summaries after each major \u201cchunk,\u201d if the demo presenter does not. Doing so also gives the presenter a breather!<\/li>\n
      6. Business Value: Far too often, demo presenters discuss \u201cwhat\u201d their software does and elaborate on \u201chow\u201d it works but neglect to communicate \u201cwhy\u201d it is important \u2013 they miss communicating the Business Value. Sales needs to include this key idea in both interim and final summaries.<\/li>\n
      7. Rescues:\u00a0Sales should be prepared to \u201crescue\u201d the demo presenter, when needed (e.g., bugs, crashes, getting lost in the weeds, parking questions, etc.).<\/li>\n
      8. Final Summary: The salesperson should deliver the final summary, including a review of the questions asked, answers provided, action items to be pursued (for both the vendor and the customer), and discussion of the Mutual Action Plan.<\/li>\n
      9. Follow Up: The salesperson needs to track on the action items and Mutual Action Plan steps, communicating with the prospect as well as the vendor team.<\/li>\n<\/ol>\n

        Delivering demos should be perceived as a \u201cteam sport\u201d when two or more people are involved on the vendor\u2019s side. These players will typically include a salesperson (in ultimate control y<\/em> with the ultimate responsibility for preparation and success of the demo) and one or more technical players, generally the person most likely to \u201cdrive\u201d the software (presales, customer success, marketing).<\/p>\n

        Discover, communicate, plan, prep, deliver, and follow up!<\/p>\n

        For comparison and amusement, here is a list of what NO<\/em> hacer:<\/p>\n

          \n
        1. Before the demo: Communicate little or no discovery information to the balance of the team. Just say, \u201cShow them the standard demo\u2026\u201d<\/li>\n
        2. Do detailed introductions of the vendor\u2019s team, but nothing about the prospect.<\/li>\n
        3. Present a corporate overview presentation that is longer than one slide or one minute.<\/li>\n
        4. Check out while the demo is underway.<\/li>\n
        5. Tell the presenter to show \u201cthat really cool thing\u2026\u201d<\/li>\n
        6. Pile on (adding an additional answer to every question already answered by someone else). For a really amusing experience, get two salespeople who naturally pile on in a demo and watch them try to out-do the other. Great fun, if you have no desire to win the business\u2026<\/li>\n<\/ol>\n

          So, regarding the role of sales in demos, do lo justo <\/em>and do it well \u2013 it\u2019s a team sport!<\/p>\n

          Resources:<\/p>\n

          – Situation Slides: A Swiss Army Knife for Sales and Presales
          \nhttps:\/\/greatdemo.com\/situation-slides-sales-and-presales-swiss-army-knife\/<\/a><\/p>\n

          – Doing Discovery
          \n          https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>\n

          – Illustrations
          \n          https:\/\/greatdemo.com\/illustrations-doing-the-last-thing-first\/<\/a><\/p>\n

          – Vision Generation Demos
          \n Great Demo! Third Edition Chapter 11
          \n          https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/<\/a><\/p>\n

          – Managing Questions
          \n          https:\/\/greatdemo.com\/the-elegant-art-of-managing-questions-and-time\/<\/a><\/p>\n

          – Business Value
          \n          https:\/\/greatdemo.com\/lets-talk-about-value-uncovering-the-delta\/<\/a><\/p>\n

          – Storytelling
          \n          https:\/\/tinyurl.com\/yc7rsrmy<\/a><\/p>\n

          – All of the Above
          \n          https:\/\/www.amazon.com\/dp\/B0C9SNKC2Y\/<\/a><\/p>\n

          Copyright \u00a9 2017-2026 The Second Derivative \u2013 All Rights Reserved.<\/p>","protected":false},"excerpt":{"rendered":"

          Regarding the role of sales in demos, here\u2019s what NOT to do: Nothing. Way too much. Far too many salespeople contribute far too little<\/p>","protected":false},"author":2,"featured_media":46825,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[8],"tags":[6],"class_list":["post-46814","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-great-demo-blog","tag-articles"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/46814","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=46814"}],"version-history":[{"count":2,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/46814\/revisions"}],"predecessor-version":[{"id":46816,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/46814\/revisions\/46816"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/46825"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=46814"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=46814"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=46814"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}