Do the last thing first

Why this one

Cohan wrote the book on software demos, and this is one of its core principles: show people the result before you walk them through the steps. Teachers know it as backward design. Start with where they need to end up, then build toward it.

Where it shows up at work

Solutions engineers are the technical half of the sales conversation. They run the demo and answer what the rep can’t. Leading with what the customer gets, instead of a tour of every button, is the same move as a good lesson plan with a different audience.

Read the full page on solutions engineer, with what a Tuesday looks like, how the pay is structured, and the honest downside.