What did you love about your last demo or engagement?

I mean, we’re all pretty aware what went wrong, or what we could have improved on. But I am firm believer in not forgetting what we do well, and remembering it for next time.

As a PreSales Champion we are constantly learning, we are a sponge, we never accept the plateau, we never stop believing we can do more. Our success is a simple series of building blocks, but these blocks are not failures, they are successes. We don’t build ourselves up by remembering what went wrong, we must repeat what went right.

After your next demo, make a quick list of all of the awesome things you did well. Things you often take for granted... that compelling opening line, the story you told, the feature that wow’d, your relate-able anecdote that captured their imaginations. All things you probably turn out every time on auto pilot without even thinking. Your stream of conscious thought is made up of these positive building blocks.

Now, rather than dwelling on what you need to fix for next time (I am firm believer your subconscious does this automatically), consciously think of a new building block in the blueprint of the others. What is your new wow moment, what is your new anecdote, what is your new story. All of these things build you further, don’t dwell on the past, that will repair itself.

Think about what makes you great and do more of it.

Matt Finch is the Vice President, Global Solutions Consulting at Mavenlink. He's passionate about SaaS technology, leadership, and sales excellence has enabled him to successfully build award-winning sales, pre-sales, consulting and enablement organizations across the world.

Connect with Matt on LinkedIn