Every technology vendor relies on demonstrations as part of their sales efforts. Customers want to see what the solution does and how it does it. We’ve also heard the horror stories about demonstration failures at big events.
While that can be nerve wracking, both for the executive presenting and the team supporting him or her, they don’t even come close to the top of my list of demonstration disasters. A demonstration failure is easy to overcome. Failing to demonstrate what matters is not.
Here are my top two demonstration disasters, and they still happen way to much: