Prep the People, Not Just the Demo [14]

Show notes

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

Your SE ran a dry run, sent a strategy reminder, and built a tight agenda. Five minutes in, an AE went off-script and the whole flow collapsed. Why does this keep happening — and what can SE leaders actually do about it?

What Nate and Ava discuss

• Why dry runs rehearse content but not behavior — and why that gap kills complex demos
• The "rules of engagement" conversation: scripting reactions, not just presentations
• Giving AEs an active role during demos instead of asking them to stay quiet

The move

Stop telling your AEs to be quiet. Give them a job — like owning the live question log — so their energy protects the demo flow instead of blowing it up. And build your rules of engagement into the dry run itself, not a Slack message after.

🔗 Resources & Links: paths.to/presales

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