Why Product Demos Matter More Than Ever

In a world full of options, prospects aren’t just looking for features—they’re looking for solutions. That’s why a well-executed product demo isn’t just a sales tool; it’s a moment of clarity.

A great demo helps the prospect

· Visualize how the product fits into their workflow

· Understand how it solves a specific pain point

· See the path from problem to solution—from goal to achievement

It’s not about showing off every bell and whistle. It’s about telling a story where the prospect is the hero—and your product is the guide.

I’ve seen this firsthand.

When I sold Oce Engineering equipment, I’d open the machine and show how the paper fed straight through—unlike other models where it zigzagged. That simple visual made a huge impact. Fewer paper jams meant less downtime, especially when dealing with 40" wide rolls. That demo didn’t just show a feature—it solved a real problem.

Later, selling software solutions for a Microsoft VAR, I’d grab a whiteboard and sketch out the flow of the solution. Seeing the process laid out helped prospects connect the dots. It wasn’t just about the software—it was about how it fit into their world.

If you’re in sales, product, or customer success, remember: the best demos don’t just inform—they inspire action.

What’s your favorite demo tip or story? Let’s share and learn from each other.

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