This demo mistake kills deals

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. You just lost the deal at that point. Enterprise deals are won on, this feels so close to who we are. It feels like it was built specifically for me. That's the whole game. You're cracking some of the largest logos that every single startup goes after. You've got to be different. You've gotta take a different approach. It is not cram the pitch down their throat and hope that they wanna buy something. When you demo the product, 80% of the value comes from 20% of the product. The demo looks different every single time.