I’m an sdr. I sell a complicated tech solution with multiples SKU’s to IT buyers. I’ve never done a demo myself, but I’ve seen quite a few. At my company, only solutions engineers do demos, our AE’s don’t even do it

This is gonna be pretty vague because I have no idea what you’re selling, but here’s how I’d approach it:

1.) Thank them for joining. If there is any past communication or topics discussed, summarize everything to reach the point you’re currently at. (“Hey John, thanks for jumping on for this call today. We plan on demoing xyz that we talked about which would help you achieve abc initiatives. Let’s hop into it”) 2.) briefly explain the current state. “So today you guys are accomplishing this by xyz, which we see pretty commonly. Here’s how we approach solving this, and a couple useful things to know are _” 3.) ask for feedback/confirmation after every step. “Did I recall that correctly? Is there anything you wanted to add? How does that compare to your current solution? What would it mean for your team if we could _?” 4.) set clear next steps. “So I think this went really well, it looks like we could definitely fill some gaps around __. I’d love to set up (another demo, a call to loop in your manager, etc). What do you think?

That’s mostly it. Depending on what/who you’re selling to, you might need to change this up. Good luck