They Keep Bringing More People [11]

Show notes

🎙️ Live webinar May 21: Tim & Jan on building a PreSales team that drives revenue — not just demos. serockstars.com/webinar

When an SE runs four or five demos for a single deal and new stakeholders keep appearing, it looks like the buying center is expanding. But Nate and Ava unpack a different reality: the first demo didn't land, and the prospect is quietly outsourcing comprehension to the next person in the room.

What Nate and Ava discuss

• Why feature-centric demos create a cycle of repeated sessions without real progress
• The one question every SE Manager should ask after a demo: What decision is the customer closer to making?
• How replacing demo number five with a fifteen-minute conversation uncovered concerns that four previous demos missed

The move

After every demo, ask your SE: what decision is the customer closer to making? If you can't answer that clearly, the next session shouldn't be another demo — it should be a conversation.

🔗 Resources & Links: paths.to/presales

📅 Book a Discovery Call: calendly.com/serockstars-tim/discovery-call