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George Foley explains why B2B sales demos need tight scope control. He recommends Steve Jobs' format: brief context slides, then a narrow live demo. Any unfamiliar element or error can kill the deal, so keep it polished and focused.
George Foley explains why B2B sales demos need tight scope control. He recommends Steve Jobs' format: brief context slides, then a narrow live demo. Any unfamiliar element or error can kill the deal, so keep it polished and focused.
You can never really choose what a client will cling on to in an AI demo. And if there's any bit of unfamiliarity or even an error code, which you know is meant to be there, the client could perceive this in the worst way possible. So it's not necessarily about hiding things, but what we want to do is we want to limit the scope of what we're actually showing on our demos to make sure we're presenting the service in the best light. If we think back to Steve Jobs and how he demonstrated the iPhones, we want to take a similar approach. It could be a PowerPoint or a slideshow where we break away for a couple minutes to show them a live demo. But we want to keep the scope of what we're showing very small because even with the best product in the world, clients can just see things that they identify as a problem and it can kill the deal.
