Sitting at the other side of the table (as a regular engineer in BigCorp), that was an interesting read. One thing I recognized from too many demos and product workshops (whether they are on site in our offices or remote) is this section:
> Ask lots and lots of questions. Follow the 80/20 rule: 80% of the demo content should be about your customers, and 20% should be about your solution.
Spending an hour explaining our systems, our business and our pain points to a random sales rep is usually not a good use of my time, especially if I still don't really know or understand your product yet (don't expect me to have even visited your website before the demo if I'm not the person who booked it).
Spending an hour explaining our systems, our business and our pain points to a random sales rep is usually not a good use of my time, especially if I still don't really know or understand your product yet (don't expect me to have even visited your website before the demo if I'm not the person who booked it).