This is the art of the demo. If you don’t have 1-3 big problems that you’re about to show the customer how you’ll solve, you’re just shouting into the void. If

This is the art of the demo. If you don’t have 1-3 big problems that you’re about to show the customer how you’ll solve, you’re just shouting into the void. If customers won’t tell me what problems they’re trying to solve, I adopt a very monotonous cadence and tone and repeatedly say, “I can keep going through standard features, but this would be a lot more useful for both of us if you could tell me a bit more about your needs.”