A good demo is 80% preparation. Five minutes of setup prevents the fumbling that kills momentum.
- Know the prospect’s segment and pick the matching playbook from Match the Prospect.
- Log in ahead of time with a demo account that already has data — never demo an empty ledger.
- Have the two or three screens for their segment open in tabs before you dial.
- Close every unrelated tab and turn off notifications.
- Have the /pricing page and the apply link ready to share at the end.
Open with a question, not a screen-share: “Walk me through how you handle your books today.” Let their answer choose your demo path.