I am absolutely delighted to point you to this study done by the wonderful folks at Gong.io – check it out. They analyzed over 67,000 demo recordings and found some really interesting results.
For those familiar with Great Demo!, this study strongly validates the methodology, including three key practices:
1: Review the customer’s situation
2: Do the Last Thing First
3: Turn the demo from a traditional “firehose” delivery into a two-way, bidirectional conversation.