Chapter 8 · Show less, land more

Demonstrating Poetry

The five-minute exec demo, the thirty-minute evaluation, and mistakes to avoid.

8 min read · 4 quiz questions

A tailored demonstration is always more effective than a comprehensive one.

Five-minute executive demonstration: create interest

1
One Job Workspace
A single, relevant vacancy. Nothing else open.
2
Research
Show the market context the recruiter starts with.
3
Hiring manager preparation
The intake conversation, already prepared.
4
One recruiter asset
Outreach or an interview guide. Pick what they raised.

Vacancy approvedWorkspace generatedResearchHiring manager preparationRecruitment marketingCandidate outreachInterview guideReusable knowledge

Thirty-minute evaluation: tailor to their environment

Their roles.
Their industry.
Their ATS.
Their challenges.

Always

Tell stories.
Explain business outcomes.
Pause for questions.
Relate features back to customer challenges.

Never

Demonstrate every feature.
Read menus.
Rush.
Focus on AI for its own sake.

“Where do you think this would have the biggest impact for your recruiters?”
Close every demonstration with this: their answer determines the next step

Common mistakes: reveal why each one costs deals

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Question 1 of 4

What is the objective of the five-minute executive demonstration?