Never Demo to a Room You Haven't Scouted

The worst thing you can do in the sales process when you move into demo is just go into one straight demo with no prep. It's so crazy to me how many people just like spew out a pitch.

I imagine that this is what separates companies and products that win deals versus not.

Or worse, an enterprise organization might reach out to you because they're going through a due diligence process to say, hey, we'd love to see what you guys have built. Will you present this to 4 or 5 people? Don't do it. You're about to demo your product with no competitive intel. Like, you just lost the deal at that point. Before we do the demo, I wanna make sure we have the right people in the room and I'm demoing the right things. Who are all these people? What do they care about? And what should I avoid? And in the enterprise, you're always up against something. You're up against not doing anything at all or an incumbent.