Sales Engineer how-to
How to Deliver a Tailored Demo
Demos win when they show the customer’s own use cases.
Quick answer
Demos win when they show the customer’s own use cases. In short: review; pick; set, then complete the remaining steps below.
Step by step
Review discovery notes.
Pick the top three use cases.
Set up demo data that looks like the customer’s.
Start with the business problem.
Show the solution step by step.
Pause for questions and confirm value.
Safety reminders for sales engineers
- Follow customer site safety rules
- Protect customer data in demos
- Travel safely
- Avoid overpromising capabilities
Key terms
Pre-sales · Proof of concept (POC) · RFP · Solution architecture · Technical discovery · Demo environment: see the full sales engineer glossary.