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How to keep your audience focused

Roger Mitchell gives practical advice for improving your next demo or presentation. He emphasizes minimizing distractions so the audience can focus on what matters most. Here’s how:

→ Hide your bookmarks and extensions: Avoid clutter on your screen that can distract viewers.

→ Close irrelevant browser tabs: Too many tabs can make your screen messy and unprofessional.

→ Turn off notifications: Disable email, chat, or other pop-ups unless they’re part of your demo.

→ Clean up your desktop: If your desktop is visible, ensure it’s organized and free from clutter.

→ Prepare in advance: Open the necessary documents or applications to avoid fumbling during your presentation.

Treat demos and presentations like performance art. Keep the focus on your content, not on digital distractions.

Why most demos fail—and how to fix them

Jody Geiger explains why most SaaS demos fail and how to improve them. The key problem: many demos are generic, fail to connect with the prospect’s needs, and don’t keep the buyer engaged.

Here's how to avoid that:

• Diagnose before prescribing: Understand the customer’s challenges before showing anything. Tailor the demo to their specific needs.

• Speak the customer's language: Use their terminology and context. Show how your solution fits their daily workflows and solves their pain points.

• Show only what's necessary: Avoid the temptation to over-explain. Focus on a few key features that solve the prospect's immediate problems.

• Keep it interactive: Ask thought-provoking questions throughout the demo to ensure the customer is engaged and the conversation stays relevant.

• Flip your demo: Lead with the most important feature right away, rather than building up to it. Hook them early with what they care about most.

• Ask for feedback: Use questions like, “Do you think this solves X problem better than what you're doing now?” to gauge interest and keep the discussion moving forward.

Don’t overload your demos

Martin Roth shared insights about conducting effective sales demos. Here’s his step-by-step guide to avoid wasting time and to structure demos better:

1. Start with context (5 minutes): Begin by confirming why everyone is on the call. Get each stakeholder to express what they expect from the partnership.

2. Discuss current challenges (15-20 minutes): Focus on the customer’s problems. Ask questions and use real-life examples to highlight the pain points. Make them feel understood.

3. Visualize the desired outcome (10 minutes): Describe a future where their challenges are solved. Use success stories to help them imagine the benefits.

4. Present your value (10-12 minutes): Demonstrate only the most relevant parts of your product. Keep it simple—focus on 2-3 key features that solve their specific issues.

5. Talk about pricing (5 minutes): Be ready to discuss price. If you can’t give a detailed quote, offer a range and ensure to talk about it, never just email.

6. Ask for the sale (5 minutes): Don’t leave the meeting without directly asking for the business. Set up a follow-up meeting to keep momentum.

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