30 Minutes to President's Club | No-Nonsense Sales #534 - #1 Sales Rep Runs The Exact Demo That Got Him Promoted 8x
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Dec 23, 2025 Adam Ochart, a former top-performing sales rep at Gong, shares the demo framework that led to his eight promotions and a remarkable 30%+ win rate. He emphasizes the importance of preparation and alignment with buyers before the demo begins. Throughout the discussion, he introduces innovative techniques like 'What I Learned' alignment slides and 'bridge questions' to uncover key deal details. Adam's 'why-before-what' approach helps create an engaging experience, ensuring prospects understand the true value of each feature.
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Top Rep's Demo Origin Story
- Adam Ochart was the number one rep at Gong for multiple years with a 30%+ win rate.
- He credits delivering demos that felt like a test drive and a day-in-the-life for prospects.
Open With A 'What I Learned' Slide
- Start every demo with a concise "What I Learned" slide to reconfirm discovery and surface top priorities.
- Ask "Is there anything missing or changed?" to ensure alignment before showing the product.
Share The Demo Flow Upfront
- Show a demo flow or click-path slide so prospects know what you'll cover and when you'll show other features.
- Use it to control the demo and defer side requests by promising to cover them if time allows.