going from SDR -> AE: Nailing the Demo Deck

ok so ive helped a few SDRs get to AEs and at some point they have had to present a demo deck as part of the process. So i thought Id share some tips on how to do that well so you can get out of the SDR role ASAP.

(also, i understand this is not the only thing but its ONE part)

• Get the talk track down.

Make sure you know EXACTLY what you want to say for each slide, write this down and create a script. once you think you have it, read it out loud. if it still sounds good then practice this over and over until you can almost say the script from memory.

• Make it sound like you

Make this sound like you are talking to a friend or relative. You can say "um" you can say "sooo" how ever YOU TALK, make it sound like that.

when you do this, you come across like you have this under control and are relaxed.

• Focus on your transitions

what you say when you transition from each slide to the next is a sneaky important part.

You want to make everything flow nicely and not that each slide is starting another monolog.

The best way to practice this is to record your self and watch it back.

if you are in a Discovery Call role play make sure you KNOW what questions you want to ask and WHY you want to ask those questions.

any other tips for our SDR friends??