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Steli Efti has run and coached thousands of SaaS demos, and this is the clearest single write-up of what separates a demo that closes from one that confuses. He is blunt about the failure mode you are worried about: showing value, not features, and giving context before you dive into any screen. Read this before you build your next demo script, not after a buyer glazes over.
A Guide to Sales Demos That Sell
From Close (Steli Efti)
- Always demonstrate value and outcomes, never a list of features or functionality
- Lead with the thing that matters most to this buyer, do not save it for the end
- Keep demos short and focused, most buyers have already done their research
