SE Pro

This weeks insights Apr-21

For the SE

A demo landing well is not a technical close. The close happens when the buyer confirms the solution fits their specific workflow — not just in concept, but in practice. Practice stating the close: "Based on everything we've covered, does this solution solve your team's [specific problem]?" If the answer isn't a clear yes, keep digging.

For the Manager

Your SEs are probably rushing the technical close because reps are rushing them. Build in a mandatory "pre-close check" before every demo: a 10-minute alignment call where both the SE and rep agree on what success looks like for this specific buyer. No more demos without a shared definition of done.

For the Aspiring

The fastest way to lose credibility with a buyer is to over-promise on a demo. Start every first call by asking what the buyer is hoping to see — then build the demo around that, not the other way around. Your restraint will be remembered long after your slide deck is forgotten.

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— Confucius

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