The Demo Advantage: How to Sell Smarter at Every Stage of the Funnel

Discover the modern playbook for high-performing sales teams.

Today’s buyers don’t want to be pitched — they want to see for themselves. Traditional sales funnels are outdated, and the most successful teams are leaning into product-led demos to qualify leads faster, run more effective calls, and close with confidence.

In this actionable guide, sales expert Mike McGuinness shares how interactive demos are reshaping the sales process, from first touch to post-sale expansion. You’ll learn:

• Why today’s buyers skip forms and go straight to features
• How to combine discovery and demos into a single, seamless experience (“Disco-strations”)
• The secret to faster, clearer scoping that reduces revisions and accelerates deals
• How to defend deals when new stakeholders enter the picture
• Why what happens after the sale is just as important as before
• How to use demo engagement data to drive onboarding, adoption, and expansion