Tag: featured

Somewhere along the way, we decided that communication is a personality trait. You’re either a “good communicator” or you’re not. Extroverts have it. Introverts don’t. Some people are “naturals” at public speaking and the rest of us just white-knuckle through it.

This is, to put it academically, nonsense.

Communication is a skill. It has fundamentals. It has technique. It responds to practice the same way a golf swing or a deadlift does — poorly at first, then with increasing precision and eventually with something that looks like ease to anyone who doesn’t know what they’re watching.

I studied communication at St. John’s University in Collegeville, Minnesota. What struck me most wasn’t the theory — though the theory matters — it was the revelation that every element of human communication is a choice. Word selection, pacing, emphasis, structure, silence. Persuasion isn’t magic. It’s architecture. You can study it, deconstruct it, and rebuild it with intention.

That realization changed how I think about my career, my relationships, and how I show up in a room.

The Lifelong Practice

I’m a Solution Engineer at Microsoft. My job is to stand in front of executives, IT leaders, and operational teams and demonstrate how technology solves their specific problems. I’ve been doing this for years, and I want to be clear about something: I am not done getting better at it.

Every demo is a communication event. Every discovery call is rhetoric in action. Every follow-up email is persuasive writing with real money on the line. The idea that you “learn to present” once in college and then you’re set is like saying you went to the gym in 2014 so you’re fit for life.

This is why I practice every week through Toastmasters. Not because I can’t give a presentation — I can. But because the gap between competent and compelling is where careers are made, and that gap only closes with deliberate, repeated practice in front of people who will tell you the truth.

Toastmasters gives you something rare in professional life: a low-stakes environment to take high-stakes risks. Try a new opening. Experiment with pausing longer than feels comfortable. Attempt a story you’re not sure will land. Fail. Adjust. Try again next week.

You can’t get that in a client meeting. The stakes are too high. So you practice where the stakes are low, and you perform where they’re high. Athletes understand this intuitively. Professionals somehow forgot it.

Five Things Worth Practicing

If I had to distill years of studying, practicing, and professionally communicating down to five things worth training, it would be these:

1. Speak from an outline, not a script.

Over-rehearsal kills authenticity. When you memorize a talk word-for-word, you’re not communicating — you’re performing a recitation. The audience can feel the difference. Instead, know your key points cold and let the language be live. An outline gives you structure without rigidity. It lets you respond to the room, adjust on the fly, and sound like a human being having a conversation rather than a teleprompter wearing a blazer. The best communicators look unrehearsed. They’re not — they’ve just practiced at a higher level than memorization.

2. Internalize value statements — articulate the why, not the what.

Nobody cares what your product does until they understand why it matters to them. “Our platform automates approval workflows” is a feature. “Your team gets two days back every month and you stop losing deals to bottlenecks” is value. The shift from what to why is the single biggest unlock in professional communication. But it doesn’t happen naturally — you have to practice translating features into outcomes until it becomes your default mode of speaking. When a client asks “what does this do?” and your instinct is to answer with impact instead of functionality, you’ve internalized it.

3. Get comfortable with silence.

Most people rush to fill pauses. They “um” and “so” and “basically” their way through transitions because silence feels like failure. It’s not. A deliberate pause after a key point is the most powerful punctuation in spoken communication. It tells the room: that thing I just said matters. Sit with it. Silence gives your audience time to process. It gives you time to think. And it projects a confidence that rapid-fire delivery never will. Practice pausing for two full seconds after important statements. It will feel like an eternity at first. It looks like authority from the audience’s chair.

4. Read the room and adjust in real time.

A talk is not a broadcast — it’s a feedback loop. Watch faces. Notice body language. If someone checks their phone, you’ve lost them and need to change something. If someone leans forward, you’ve hit a nerve — go deeper. The ability to read a room and adjust your delivery, your pacing, or your content on the fly separates good communicators from great ones. This is a skill you can only develop by speaking in front of live humans, repeatedly. No amount of practicing in front of a mirror will teach you to read an audience. Toastmasters, team meetings, community events — any live audience works.

5. Tell stories, not summaries.

Human brains are wired for narrative. When you say “a manufacturing client reduced defects by 40%,” that’s data. When you say “their quality manager used to spend every Friday afternoon hand-checking inspection logs because she didn’t trust the automated reports — until we showed her a dashboard she could actually believe,” that’s a story. Stories create emotional engagement. They make abstract concepts concrete. And they’re dramatically more memorable than statistics or feature lists. Practice turning your case studies and examples into two-minute stories with a character, a tension, and a resolution. Your audience will remember them months later.

The Compound Returns

Here’s what most people miss about communication training: the returns compound. Getting 5% better at presenting doesn’t produce 5% better outcomes. It produces disproportionately better outcomes because communication is a multiplier on everything else you do.

Your technical knowledge is worth more when you can articulate it clearly. Your strategic thinking is worth more when you can persuade others to act on it. Your leadership is worth more when people actually feel led, not just informed.

The professionals who invest in communication training — who show up to Toastmasters on a Tuesday night, who study rhetoric, who ask for honest feedback on their presentations — aren’t doing it because they’re bad at talking. They’re doing it because they understand that in a world where everyone has access to the same information, the person who communicates it best wins.

Communication is not a talent. It’s a discipline. And like every discipline, the people who train it consistently will outperform the people who assume they’re good enough.

Get on stage. Get feedback. Get better. Repeat forever.

Drew Breyer is a Solution Engineer at Microsoft and a communication studies graduate of St. John’s University. He practices public speaking weekly through Toastmasters because he believes the best presenters are the ones who never stop training.

I’ve sat through hundreds of software demos. Given even more. And the single biggest difference between the ones that close deals and the ones that get polite nods followed by radio silence comes down to one thing: does the demo have a thesis?

Not a agenda. Not a click path. Not a list of features organized by module. A thesis — a clear, arguable claim about how this buyer’s world gets better, delivered with the conviction of someone who actually believes it.

The Essay Model for Demos

Think about the best essay you ever read. It didn’t meander through loosely related topics. It made a claim in the first paragraph, spent every subsequent paragraph reinforcing that claim from different angles, and left you feeling like the conclusion was inevitable.

Great demos work the same way.

Before you open your laptop, you should be able to articulate your thesis in one sentence: “Your month-end close takes eleven days because exception handling is manual, and we’re going to show you how to get it to three.” Or: “Your sales team is leaving six figures on the table every quarter because they can’t see cross-sell opportunities in real time, and that changes today.”

Every screen you show, every workflow you click through, every pause for questions — all of it serves that thesis. If something doesn’t reinforce the argument, cut it. Ruthlessly. Nobody ever lost a deal because they showed too few features. Plenty have lost deals because they showed too many and diluted the one thing that mattered.

Nobody Cares About the Clicks

Here’s the uncomfortable truth that takes most solution engineers a year or two to internalize: your buyer does not care about your UI. They don’t care about your three-click workflow. They don’t care about your drag-and-drop builder or your configurable dashboards or your AI-powered anything.

They care about two things: looking smart in front of their boss, and making money.

That’s it. Everything else is a means to those ends.

When you show automated approval routing, don’t explain how the workflow engine works. Say: “Remember how you mentioned your team loses two days every month chasing approvals over email? This eliminates that. Your CFO sees a faster close, your team gets two days back, and you’re the person who made it happen.”

The feature is the approval routing. The value is making your champion look like a genius. The thesis is that their month-end close is broken and you’re going to fix it. Every click in your demo exists to prove that thesis, not to demonstrate functionality.

The Feeling Is the Demo

I used to think polished demos closed deals. Clean data, perfect transitions, no errors, every click rehearsed. And polish matters — a sloppy demo creates doubt about your product’s quality and your own competence. You should absolutely know your environment cold.

But polish is table stakes. It’s necessary and insufficient.

What actually closes deals is how the demo makes people feel. When your buyer leans forward and says “Wait, can it do that for our West Coast team too?” — that’s the moment. They’ve stopped evaluating your software and started imagining their future with it. They’re mentally deploying it. They’re thinking about who else in their org needs to see this.

You can’t manufacture that moment with a click path. You manufacture it by understanding their pain so deeply that when you show the solution, it feels like you built it specifically for them. The thesis is what creates that feeling, because it tells them from minute one: I understand your problem, I’ve seen it before, and here’s exactly how it gets solved.

Thesis-Driven Demo Structure

Here’s how I structure every demo now:

Open with the thesis (2 minutes). State the problem back to them using their own words from discovery. Then make your claim: here’s what changes and here’s the impact. No slides. No product overview. Just the argument.

First proof point (10 minutes). Show the single most impactful workflow that proves your thesis. This is your strongest card — play it first. Don’t build to a crescendo. Hit them immediately with the thing that makes them lean forward.

Second proof point (10 minutes). A different angle on the same thesis. If your first point showed them speed, show them visibility. If you showed them automation, show them insight. Same thesis, different evidence.

The “what if” moment (5 minutes). This is where you go slightly beyond what they asked for. Show them something they didn’t know they needed — but that reinforces your thesis. “You didn’t mention reporting, but look what happens when all of this data flows into a single view that your VP can check every morning without asking anyone for an update.” This is how you go from vendor to trusted advisor.

Return to thesis (2 minutes). Close exactly where you opened. Restate the problem, summarize what you showed, quantify the impact. “You told us your month-end close takes eleven days. We just showed you three workflows that get it to three. That’s eight days back, every month, starting Q3.”

Notice what’s missing: the product overview slide, the company history, the architecture diagram, the competitive comparison, the feature dump. All of that is noise. It dilutes the thesis. Kill it.

Why Most Demos Fail

Most demos fail because they’re organized around the product instead of the buyer. The SE opens a module, shows features left to right, top to bottom, then opens the next module and repeats. It’s a tour, not an argument.

Tours bore people. Arguments engage them.

The other common failure mode is the demo that tries to do everything. The SE heard six pain points in discovery and tries to address all of them in sixty minutes. So instead of a razor-sharp thesis with deep proof points, you get a shallow pass across six topics, none of which land with enough force to compel action.

Pick one. Maybe two. The pain point that’s costing them the most money or causing the most political pain internally. Build your thesis around that. If you prosecute one argument brilliantly, they’ll trust you on the other five. If you touch all six weakly, they’ll trust you on none of them.

The Thesis Test

Before every demo, I run a simple test. I ask myself: If the buyer remembers exactly one thing from this meeting, what is it?

If I can’t answer that clearly, the demo isn’t ready. Not because the environment isn’t built or the data isn’t clean — because the argument isn’t sharp enough.

Your buyer will sit through three or four vendor demos in a week. They’ll blur together. The one that stands out won’t be the one with the prettiest UI or the most features. It’ll be the one where they walked out thinking: “That team gets it. They understand our problem and they showed us exactly how to fix it.”

That’s what a thesis does. It gives your buyer a story to tell internally — to their boss, to their procurement team, to the committee that approves the spend. You’re not just showing software. You’re arming your champion with the argument they need to sell your solution when you’re not in the room.

Make Them Look Smart. Put Money in Their Pocket.

Every demo you give should accomplish exactly two things: make your buyer feel smart for bringing you in, and show them clearly where the money is.

The thesis is how you do both. It tells them you understand their world well enough to have a point of view about it. It tells them you’re not just a demo jockey cycling through features — you’re a domain expert who has seen this problem before and knows what the solution looks like.

Polish your environment, yes. Know where every button is, absolutely. But never confuse that preparation with the actual work. The actual work is building an argument so clear and so specific to their situation that saying no feels riskier than saying yes.

Write the thesis first. Build the demo around it. Everything else is decoration.

Drew Breyer is a Sales Engineer at Microsoft supporting Dynamics 365, where he’s learned that the demos that close aren’t the ones that show the most — they’re the ones that prove exactly one thing brilliantly.