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 human, not less
Why the best pre-sales professionals will use AI to amplify their impact, not resist it
How to avoid the “harbor tour” and focus demos on what matters most to the buyer
Why less is more in demos, because too many features dilute perceived value
How outcome-first demos create stronger customer connection than feature-first walkthroughs
Why the future of pre-sales combines technical expertise, business acumen, and presentation skill.
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