Understanding your customers' buying journey is key to provide your customers with the right information at the right time.

Depending on the stage of your customers' buying journey and their maturity with the topic, they do have different needs for information and objectives to progress to the next stage.

To best serve them and help them navigate that process, utilize the right demo approaches at the right point in time.

Key principle: if your customer is not yet aware of a problem, don't demo a solution. First, you got to sell the problem!

Visual of the buying journey: https://presales.rocks/wp-content/uploads/2024/01/Stages-of-the-Customer-Buying-Journey-for-presales-and-solution-engineers.png