Demo by Fire

I've dreamed about being an AE for awhile now and this morning I finally got my chance! (and failed miserably)


I've been an SDR at my company for 11 months, top performer with meetings set and opportunities created and feel like I've earned my way to becoming an AE at some point in the near future (even having these discussions with my manager and VP).


So I set a demo with a CTO and 5 of his developers and bring on a regional sales manager and sales engineer to run the call. Now, I already have a tough enough time in this region because my AE left and I have to set meetings with the region VP who passes them off to RSMs. I show up to the meeting this morning, get friendly with those on the call, only to be told by the SE that the RSM will NOT be showing up. WTF?


I scramble to decide what to do. Do I run this call? I've never run a demo or even a formal discovery call (besides a cold call) before. Do I let the SE handle it? I decide because I've seen enough AE's run these types of calls before, how hard can it be? Turns out, very hard. I get 5 minutes stumbling through a couple slides and am talking nonsense when I just stop and say sorry and tell the SE to take it over and show the product. At this point, I am so flustered and in shock I call my manager and explain to him what's going on and he tells me to be a fucking salesperson and close the meeting for next steps.


Long story short, turns out the CTO and his team were still impressed even though I completely shit the bed. I asked for next steps and they said they are interested in continuing the conversation so that's a little win at least. Also turns out this isn't the first time this RSM has failed to show up...it's a shit show.


So my question(s) for you savages: what would you have done in this scenario?

Did I shoot myself in the foot trying to run a demo without any prior experience?

Or will my management look at this and think, DAMN thewhyguy has some big cojones trying to run a demo...


P.S. Respect to all my AEs/RSMs(who do their fucking job)/Closing savages

๐Ÿฐ War Stories
๐Ÿ“ฃ Demos
๐Ÿง  Advice
9
InQ5WeTrust
Arsonist
7
No marketing, mayo isn't an MQL
1st it clearly wasn't as bad as you thought it was.ย 

2nd Burden is on the RM who dipped last minute, prospect always comes first. Sounds like the RSM is just a shit bird, so no stain on your for having taken it on.ย 

3rd Have you asked the SE for feedback or their thoughts?ย 
thewhyguy
Politicker
2
Bi-curious SDR
Yea, I synced with the SE after the call and explained the situation. Luckily, he did a great job and saved the meeting from disaster while I just sat there in silence.ย 

And I literally just got an email from the region VP saying that the RSM knew he wouldn't make it and prepped with the SE. Thanks for letting me know, I guess?
InQ5WeTrust
Arsonist
2
No marketing, mayo isn't an MQL
Still on the RSM to have communicated that. Good job regardlessย 
barney2021
Tycoon
0
Account Executive
Sometimes I get grilled as an AE in a meeting and they end up buying. Donโ€™t worry about it and it also makes you learn
jefe
Arsonist
0
๐Ÿ
3 solid points.

Remember - it always feel worse for you than for them, and your memories of it will be much more vivid and long lasting than theirs
Diablo
Politicker
3
Sr. AE
Dude you did the best. I would have run the demo as well rather than telling the prospect that my team shat on me by not showing up.

I liked your ownership here and taking the process to next steps.

Listen I always tell this - don't decide how you did because it's not your job. You did your job in the best possible way and hence earned the next stepsย 
CuriousFox
WR Officer
3
๐ŸฆŠ
I'm proud of you for moving forward. That's what closers do. ๐Ÿ˜‰
thewhyguy
Politicker
1
Bi-curious SDR
Thanks Fox!
CaneWolf
Politicker
1
Call me what you want, just sign the damn contract
Yo, nice work! You did the right thing. You gotta let the VP know that happened. And this will likely go well for you.
goose
Politicker
1
Sales Executive
No where to go but up...
LordBusiness
Politicker
0
Chief Revenue Officer
Nothing more inexcusable than a seller who doesnโ€™t show for a damn meeting. Especially when meetings are set for them. Kudos to you for giving it a go.
butwhy
Politicker
0
Solutions Engineer
Did the SE kill the demo? My guess is yes.ย ย 


If so, you owe them a drink.ย 

You did the best you could in a bad situation, and I think you followed up and alerted others the best you could. Is there somewhere you can watch recordings of other AEs doing the slides? Maybe continue to beef up and then get out there and do it again.ย 

I have often thought we don't give SDRs the training they deserve in terms of being able to attend meetings instead of churning through cold calls.ย 
cw95
Politicker
0
Sales Development Lead
Just gotta know it will be better next time!
Snowey
Politicker
0
Account Executive
Been there myself. Not really something people do naturally and a CTO + 5 devs is also a tough crowd for a first demo unprepared! Sounds like a good start to me if theyโ€™re still keen to keep talking.
3

Interview Demo?

Question
13
26
Members only

Declining a demo request without a disco

Advice
23
20
Members only

How to give a kick-ass demo

Advice
21