For 12 gruelling weeks, Uvaro recruits train to become the best tech salespeople on the continent. Aspiring demo day champions test themselves daily to master the sales skills of tactical prospecting, discovery, objection handling, and naturally-woven storytelling.

The top recruits from each class are then given 15 minutes, uninterrupted, to deliver a specific type of software demonstration—the elusive disco/demo, in which they’re challenged to extract purchasing plans while pitching a solution. To pull it off, they’ll need charm and finesse, but also firmness and candor. Recruits must listen where applicable and drive the conversation when needed.