Every software company wants to think that it is the unique features that make them successful. And every customer wants to believe they make their choices based purely on the ‘best’ product. Both are wrong. As an industry matures, its products all take on the same capabilities. Increasingly, how the product is packaged, marketed, and sold becomes the differentiator. Can the way something is presented cause somebody to change their position towards the software dramatically? Probably not, as the software’s capabilities will determine the overall position. But could the decision be influenced by the way the system was presented? Absolutely. In this episode of Sales and Marketing FriTalks, our guest is Inga Sartauskaite, Sales Director at Companial (formerly 1ClickFactory) shares her experience and tips for delivering product demonstrations that sell. We discuss the following topics: ‘Demo Crimes’ and techniques to avoid them. Successful structure of every demonstration. Tips for engaging different types of personas during the demonstration. Techniques to manage the attention of the audience.