Demo Guru: The Credible Voice of the Technical Sale

About the Book

No more than today, in the era of cloud technologies and social distancing, could the old saying “people buy from people” be more appropriate. Demo Guru focuses on bringing the human aspect back into the world of technical sales by establishing a perfect connection between Sales, Presales, and Prospective Customers as a key driver to unbeatable win rates. Profiting from years of experience in demonstrating enterprise software across the globe, this handbook is the Holy Grail for any experienced or novice Sales Engineer who passionately takes pride in evangelizing software solutions. Demo Guru provides all the essential tools to master the Presales profession to excellence. Provocative case studies, factual tips, and humorous true stories from the fields navigate best practices and new trends with the immutable goal of establishing Presales consultants as the trusted side of any sales process. From soft skills development to engaging audience interactions, this guide offers insightful information and innovative techniques necessary to excel at the most typical day-in-the-life Presales activities, including RFP responses, web demonstrations, and road-show demo marathons. It also provides intriguing insights on how to evolve the traditional Presales experience to serve the needs of Product Management, Marketing, R&D, and Sales Enablement. Demo Guru is a testament to the highly rewarding profession of Sales Engineering for any consultative sales fanatic and the critical function it represents for any software organization.

About the Author

Alessio Lolli is a veteran in cloud technologies with a diverse cultural background and a passion for empowering organizations through the adoption of modern software solutions. In his 15+ years of hands-on experience as a Demo Guru, Alessio has met with thousands of global c-level executives as well as line managers who inspire him to always look at any matter from at least two perspectives. Alessio is currently leading the efforts for a NA cloud software company. Given his “foodie” temper, he could not be living anywhere else but New York City.