Hey Niepodam,

A few months ago, I reviewed demo calls from a fast-growing SaaS startup. Strong product. Good pipeline. But their close rate from demo to proposal? 11%.

Here’s what I saw on nearly every call:

• Reps opened with a 3-minute intro
• Jumped straight into the screen share
• Spent 20+ minutes clicking through the platform
• Then asked: “Any questions?”

Not one rep had a handle on the actual problem the buyer was trying to solve.

So I ran a quick coaching session.

We flipped the structure completely, and within 2 weeks, demo-to-next-step jumped to 44%.