From Bad to Worse – Presenting the “Standard” Demo AFTER Doing Discovery

It is a Bad Thing to present a “Standard Demo” without doing any Discovery; it is even worse to ask your customer to invest time doing Discovery and then ignore what was learned by showing the same old “Standard Demo”.  It is insulting, in fact, from the perspective of many customers!

[Why do I raise this point?  Because I JUST had it happen to me!]