Leading PreSales · 2026-08-24 · 6 min
Why blanket demo focus rules kill SE judgement, and what to hand out instead Nate brings a coaching note that told a whole region to show nothing the customer didn't ask for, and argues that imposed focus isn't focus at all. He and Ava rebuild it as a scope decision made in discovery, out loud, with the customer in the room. What Nate and Ava discuss The two anti-patterns: the harbour cruise demo that sprays every module, and the mandated minimal demo that forbids any forward view Moving the scope decision upstream: what the customer thinks they need versus what your team actually heard Auditing incentives before demo technique, and why 'the decision maker isn't in the room' is often just wrong The move Delete the blanket rule and add one line to your demo prep template: what we heard they need beyond today's scope, and what we're consciously leaving out. The SE writes it, the manager only reviews it - and it gets said to the customer in the first three minutes. Resources & Links: paths.to/presales Book a Discovery Call: calendly.com/serockstars-tim/discovery-call
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