Now THAT Was a Good Demo… Or Was It?

“That was an amazing demo! Well done!”

If you’re a sales engineer, you’ve probably heard this or something similar and felt that surge of pride. The prospect was positive, and the sales rep with whom you worked is very pleased. She’s sure this will move the sales cycle forward. You attribute your success to the time you spent prepping. You vow to do that every time. Then it’s on to the next demo.