In the Teach Proof stage, the primary goal is to prove that your solution offers the best value among all competitors and convince the prospect that your product or service can meet their needs effectively. This stage involves presentations, demos, addressing objections, and securing buy-in from decision-makers. PreSales execute tailored product demonstrations, quantify the benefits, and identify compelling events to get the technical win. The goal is to convince the customer that their solution is the best choice for meeting their needs. Give the customer a Vision of the future.

Prove our value is best. Convince the customer that the solution can address their pain points and provide superior capabilities.

• What are the Top 3-5 things the Customer is interested (Prepare and Show Top-Down)
• Proper Discovery helps to understand the pain points. The first discovery should not be more than 30 min. After 25 min offer a second discovery (prof if they are serious)
• Understand the audience: Before conducting a software demo, it is essential to understand the audience and tailor the demo to their specific needs, goals, and pain points. This will help to ensure that the demonstration is relevant and engaging.
• Plan and rehearse the demo: Planning and rehearsing the software demo is crucial to ensure that the demonstration is smooth and professional. This includes preparing visual aids, such as screen sharing or slides, and rehearsing the flow of the demo.
• Test the software: Before conducting the demo, make sure that the software is running smoothly and troubleshoot any issues that may arise. This will help to avoid any technical difficulties during the demonstration and ensure that the software is functioning as it should.
• Gather resources: Having resources such as customer testimonials, case studies, and information about the competition readily available can help to support the demonstration and answer any questions that may arise.
• Prepare for questions: Be prepared to answer any technical or functional questions about the software. It is important to have a clear understanding of the software’s capabilities and limitations to be able to effectively demonstrate it and address any concerns or objections that may arise.
• Send a mail out with the meeting details, agenda, and thoughts around recording, webcam etc. example in the GTM master deck

• Tell-Show-Tell. Start with the most important. Keep the demo focused and avoid unnecessary information. Stick to the key features and benefits of the software, and avoid going into too much detail or showing features that are not relevant to the audience.
• Use real-world examples and scenarios to demonstrate the software’s capabilities. Show the audience how the software can be used in their industry or business and the results they can expect to achieve.
• Encourage audience participation and interaction during the demo. Ask questions, solicit feedback, and involve the audience in the demonstration to keep them engaged and interested.
• Be prepared to answer technical questions. Have a good understanding of the software’s technical details and be able to answer any questions the audience may have about its capabilities and functionality.
• The use cases with names should be used to get in the role of this person ( always say I´m Kevin, I do, I execute, Avoid to say you can or you should)
• Use the ASD to make notes, organise timing and questions in the chat
• Pause and ask questions to get people’s attention
• Do breaks at least every 45/60 min. Use the break timer
• Use the webcam and ask people to join you
• Give at least 10 min at the end for questions, mutual action plan & next steps

• It is good to call all participants and ask about their opinion, what was good, and what is missing. Should be done by the ASD and one by one.
• Share the recording & material via paperflite
• Answer the questions raised and not answered in the demo
• Organize a follow-up call or meeting: Schedule a follow-up call or meeting with the audience to discuss next steps and move forward with the sales process if they are interested in purchasing the software.

• Agree on a clear agenda before the presentation.
• Know the names and titles of attendees, and research their interests and agendas.
• Have a sign-in sheet at the meeting to gather contact information.
• Call and email attendees individually after the presentation, thank them for attending, and ask for their opinions and support.
• Arrange product demos and presentations, highlight the software’s value proposition.
• Handle objections and answer questions after the presentation.
• Have a conversation with the decision-maker before issuing a proposal.
• Include contracts in your proposal as they form the basis of the agreement.
• Update buyer portal & add recording

• (Customized) Product Demonstrations: Work closely with Sales to create tailored product demonstrations that showcase the solution’s value and address the prospect’s specific pain points and requirements.
• SC/PS Alignment. It is good to align as early as possible. Use the OSD as the document
• Technical Expertise: Provide deep technical expertise to answer any questions or address concerns about the product’s functionality, features, and compatibility with the prospect’s existing infrastructure.
• Collaboration with Product Management: Work closely with Product Management to ensure that the solution presented aligns with the customer’s needs and objectives, and provide feedback from the Teach Proof stage to help refine the product offerings.
• Documentation and Support: Provide necessary technical documentation and support materials to the Sales team and the prospect, ensuring that they have all the information needed to evaluate the solution.
• Use the Best Practise Demo to make the best demo
• Competitive Analysis: Be prepared to address questions about how your product compares to competitors and provide insights on key differentiators that set your solution apart from others in the market.
• Service Discovery Support. You need to brief PS before they do the Service Discovery. Don´t ask the same questions several times
• Present the Opportunity to PS/PM in case of gaps (Opportunity Review Call (ORC)
• Q&A Demo

• Provide insights on implementation timelines and deliverables.
• Ensure competitive pricing and product offerings.
• Show project plan in the presentation, demonstrating how the implementation will be efficient and effective
• If Technical Win is archived execute Service Discovery to create Statement of Work (SOW)

• Collaborate with Sales and PreSales to develop tailored solutions that align with customer objectives.
• Support Sales process by providing product-specific insights and expertise.
• Feedback Loop: Gather insights and feedback from the Teach Proof stage to inform future product development, enhancements, and refinements based on real-world customer needs and challenges.