That’s a nice theory that works better in theory than practice. Specifically, launching into a demo without having a common framework of understanding — terms, how the solution works at a high level, etc. is risky. Sometimes your prospective customer will understand the space where your product fits and you can safely conduct a demo (if that’s what the customer wants,) and sometimes they won’t know what they won’t know, say they “just want to see a demo and not a bunch of marketing slides” and will smile and nod during a demo of which they have little understanding and the meeting will be a waste of everyone’s time.
I’m not advocating for “show up and throw up”, but connecting with your prospect and giving them just the information they need/want is an art form, and simply asking them produces…mixed… results.
I’m not advocating for “show up and throw up”, but connecting with your prospect and giving them just the information they need/want is an art form, and simply asking them produces…mixed… results.