Beyond the Harbor Tour: How Pre-Sales Wins with Outcomes, Not Features
In this episode of the Value Coffee Talk Podcast, Tom Pisello, the ROI Guy, speaks with Michael McDowell, the “Demo-tainer” and author of Demo-tainment, about how pre-sales and solution engineering are evolving in an AI-driven world.
The pair discuss why human connection still matters, how to avoid boring product demos, why outcomes should lead the conversation, and how sales engineers can expand from proving technical fit to proving business value.
Highlights
Why “Demo-tainment” helps make demos more engaging, memorable, and human
How AI is changing pre-sales, and why SEs need to become more…
The skinny
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