Chantele's Hack: The "No Demo" approach
In my experience, most of the sales pitches I've attended are typically in the form of a slide deck about the company, history of successes, or a full-blown product demo. I've learned that sales calls are not always designed for (or around) the prospect. That's why I am a big believer in a "No Demo" sales call. This doesn't mean that on sales calls, we should avoid a product overview, but instead strive to be more conversational. Take the majority of the time to understand the current challenges or pain points of each and every prospect. Use that information to position how your solution can help solve these problems.