Run: Sales Demo Preparation SOP

The sales representative reviews the meeting objective, target audience, and success criteria before any setup begins. Confirm the prospect's industry, pain points, buying stage, and the specific outcome expected from the demo. Record the primary use case, secondary use case, and any features that must be shown or avoided.

The sales engineer selects one primary use case that best matches the prospect's stated business need. Choose a scenario that can be completed end-to-end within the allotted time and that demonstrates measurable value. If multiple use cases are relevant, prioritize the one with the highest business impact and lowest setup risk.

The solutions consultant loads stakeholder-specific data into the demo environment using approved test records only. Replace placeholder names, company details, and sample transactions with realistic but non-production data that reflects the prospect's context. Verify that all data is sanitized and that no confidential or live customer information is used.

The sales engineer verifies that the demo environment is available, stable, and configured for the selected use case. Check login access, network connectivity, browser compatibility, integrations, and any required permissions. Confirm that all required pages, dashboards, reports, or workflows load correctly and that fallback materials are available if a live system issue occurs.

The account executive confirms that the slide deck, talk track, screen-share windows, and backup materials are current and consistent with the selected use case. Remove outdated screenshots, pricing references, and any content not approved for the audience. Align the agenda to the meeting duration and identify where questions or transitions will occur.

The sales representative rehearses the full demo flow from opening to close, including transitions, key talking points, and expected customer questions. Practice the sequence in the same environment and with the same tools that will be used live. If a step fails during rehearsal, correct the issue and repeat the affected portion until the flow is stable.

The sales engineer confirms whether all preparation checks passed. If any critical item failed, document the deviation, notify the meeting owner, and escalate to the appropriate technical or sales leader before the customer meeting starts.

The account executive records the final readiness status, including the selected use case, environment version, known risks, and any fallback plan. Save the preparation notes in the approved system of record.