A BLOG FOR SALES ENGINEERS
The craft of doing demos, written down.
Tactical writing on discovery, demos, POCs and career – from someone who’s been in the chair. One post a week. No fluff.
What this site is about
Sales Engineering is a strange job. Half Technical, half sales, rewarded for things that are hard to measure, judged on things that are hard to control. There;s plenty written about selling and plenty written about engineering – not much about the specific craft of doing both at once. That’s what DemoMonkeys is for.
The Craft
Discovery calls, demo structure, handling objections, running a POC that closes. Specific tactics from real deals, not abstract frameworks.
The career
How SEs get promoted, when to switch companies, the real trade offs between IC and management, comp benchmarks and what the job becomes ten years in
The job itself
Pipeline pressure, context switching, staying technical while selling, working with reps who don’t respect your time, and the weird emotional rhythm of living quarter to quarter