SEdemo-prep · intermediate
Custom demo prep in 1 hour (not 4)
Last reviewed: 2026-05-23 · saves ~3 hr/demo/run
Our take
SE bandwidth dies on demo prep. Building a custom demo for every Enterprise prospect is unsustainable past 8-10 demos/month. The fix: AI generates the demo script + key talking points based on what the AE captured in discovery, while Walnut/Reprise produces the on-screen interactive.
Tool stack
Steps
- Pull prior Gong call transcripts + Salesforce notes for the opportunity.
- Run the AI prompt below; outputs: demo objectives, top 5 features to showcase, customer-specific data scenarios, likely objections.
- Walnut/Reprise: clone the relevant flows; replace generic data with customer-specific examples.
- 10-min run-through with the AE before the call.
- Post-demo, capture which features resonated (Gong sentiment) and feed back into prompt.
Prompts
Generate custom demo script + objection prep · Claude Sonnet 4.6
You are a Sales Engineer. Given prior discovery calls + Salesforce notes for opportunity {ID}:
Generate a 30-min demo script with these sections:
## DEMO OBJECTIVE (1 sentence)
What does success look like? E.g., "Buyer leaves believing X is solved."
## OPENING CONTEXT (2 min, scripted)
Reference what AE captured in discovery. Bridge to demo scenario.
## TOP 5 FEATURES TO SHOWCASE (rank-ordered)
Each: feature name, why it matters for THIS customer, time to show (in seconds).
## CUSTOMER-SPECIFIC DATA SCENARIOS (3 examples)
What dummy/sample data to use in Walnut clones — should match the customer's stack/industry.
## LIKELY OBJECTIONS + PREP
Based on Gong + AE notes, 3 objections that may surface + a tight response for each.
## CLOSING (2 min)
Next step ask. Specific. Tied to MEDDIC decision process if known.
Output as markdown. Max 600 words.Pitfalls
- Don't ad-lib custom features the product doesn't have — AE handoff doc should flag any AE overpromise.
- Demo length: target 30 min, no more. AI-generated scripts tend toward feature-vomit; cut to 5 features.
- If buyer mentioned a specific competitor, address that competitor's strengths head-on early.