In my view, a demo should talk directly to the persona you are dealing with. This means you need to tailor the flow to address that persona’s key challenges, needs, and the situation they live in.
I am not a big fan of super-scripted demos. Every salesperson or sales engineer will have their own way of presenting the story, so I like to focus more on the key value proposition I want to make sure it gets clearly articulated at different points.
Some may see a product demo as the opportunity to tell the prospect everything that there is to know about the product they are pitching, and that’s when you get into an hour-long boring session where the prospect just says “ok thank you for the demo, we’ll be in touch” and you never hear from them again! A good demo will focus on what is important for that prospect and the personas represented in the meeting while pulling them into the story and facilitate a conversation.
When thinking about demo flow, make sure to: