Sales demos often fail because they showcase features instead of solving business problems. A demo should prove how your solution saves or makes money for the customer, or you risk wasting time and educating prospects about competitors instead.
The demo is going to drive the requirements. What? Far too many times I've partnered with AEs from some of the top tech companies you've ever imagined who've said the same lines. The demo is going to drive the requirements. And time and time again, I've seen deals stall out or just close. Frankly, they weren't deals to begin with. Demo is short for demonstration, and I think most people have it backwards. They think you're demonstrating your product. You're not demonstrating your product. You're demonstrating a solution to a customer's problem or to improving a customer's current situation. If you don't tie back your demo to how it helps a company save or make money, it's very likely you're just wasting your time and you're educating your clients so that they can go out and buy your competitor's product.
