30 Minutes to President's Club | No-Nonsense Sales #539 - How to Run Demos That Actually Convert | Alex Kane
Jan 15, 2026
In this engaging conversation, Alex Kane, an enterprise sales leader renowned for his demo expertise, shares his winning strategies for conducting impactful demos. He emphasizes the importance of framing the prospect's pain points and illustrating solutions through storytelling. Alex introduces tactics like 'reverse demos' to uncover challenges and a unique demo flow of Present → Future → Past. With practical advice on interaction and body language, he transforms the ordinary demo into a captivating buying journey.
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Lead With Live Demonstration
- Open the demo and show instead of starting with a long discovery interrogation.
- Ask live questions while demoing to ground features in the prospect's reality.
Treat Questions As Confessions
- Treat every question from a prospect as a confession of a current pain point.
- Ask how they do that today so you can demonstrate the product solving the real issue.
Listen With Your Eyes
- When on camera, visibly show you are listening: lean in and make eye contact through the camera.
- Keep your video prominent so you appear present and engaged during the demo.