Pre-sales and demo experiences have been on my mind for 16 months – with roots that span 17 years back to 2005 when I began my journey in SaaS (back when it was called ASP.) I got my start in pre-sales where I learned how much I loved to present software, craft a compelling story, and how to configure a sales demo environment that best resonates with the prospect or buyer. I loved it – and still do. Showing off incredible products that excite buyers brings out a level of passion and excitement that I rarely experience elsewhere in the business world. So much, that l still jump on demos with our sales team and take the lead.

Join Morgan J. Ingram, named a "Top Sales Voice" by LinkedIn in 2018, 2019, and 2020, and VP, GTM @ Sales Impact Academy, and Justin McDonald, CEO of Saleo as they discuss creating relevant use cases and customer stories within the sales cycle, and how Saleo is enabling go-to-market teams to create sales-ready demo stories.

With a seemingly endless amount of variables that can affect your sales demo environment positively or negatively, it makes the most sense to concentrate on the things you can control.

There is no such thing as a guaranteed sale, but the odds of closing a sale will increase if you have done your due diligence. And it certainly beats just hoping for a positive outcome.

The following is a list of do's and don'ts to implement during your sales discovery and demo routine.