Let’s talk AI.
I’ve seen a lot of B2B demos, and the gap between a "good" one and a "bad" one is growing. Most teams are so terrified of leaving something out that they end up showing everything and moving no one.
If you’re clicking through tabs and praying something lands, you aren’t selling. You’re just giving a tour.
Let’s get into it.
Your Product Demo is mid
Your product demo sucks. I’m sorry. It just does.
Let me summarize the modern B2B demo:
40 features
0 narrative
No tension
No payoff
Just click… click… click… “Hope that lands.”
We’ve started optimizing for coverage instead of impact. We cram in every edge case and every "we also do this" because we’re insecure. We think more information equals more value.
It’s actually the opposite.
Here is the shift you need to make: The job of a demo is not to explain the product. (Shocker, I know.)
The job of a demo is to create one irreversible “aha.” Just one.
Not a tour. Not a walkthrough. Not an SE performance review. One moment where the buyer realizes their world has changed and they can't go back to the old way of doing things.
The best teams treat demos like performances, not presentations. They focus on:
Pacing: Knowing when to lean in and when to pause.
Control: Showing exactly what matters right now, to them, nothing else
Reveal: Making the solution feel like a breakthrough, not a menu item.
When it’s done right, you feel it. Goosebumps. No joke.
Everyone else just drives the UI and prays.
That’s it for today. Connect with me on Linkedin if you actually want to understand what an Autonomous Organization looks like in the real world.
