Demos can be an incredibly powerful tool to help your Account Execs close the deal. But they can also be the kiss of death if used to talk about features and benefits that your prospect may not need or care about. Indeed, the more features you highlight the higher the perceived cost to your prospect – whether they say so or not. So, if your sales process includes showing demos to unqualified prospects, train your team to use the demo to qualify the prospect, not sell to them.
