adapted for the Abacus blog
I still vividly remember the very first sales demo I performed in August 2012. I’d just been promoted from SDR to full-time AE at the newly formed file-sharing division of Citrix Systems. Citrix had just acquired ShareFile a few months prior and was beginning to scale their outbound sales team. I was giddy to take on the additional responsibility of closing and eager to carve out my place on the leaderboard.
The night before that first GoToMeeting, I was so worried about forgetting to mention a potential feature or skipping a step in the sales process that I quickly drafted a “demo worksheet" to print off and use as a pre, during, and post demo cheatsheet/assessment form for my own sanity.
As a result of measuring and iterating on my process from day 1, I made it to the top 10 within my first month and every month thereafter. I would go on to break