Working with a customer now, they asked to see the software in our discovery call. Did a 15-20 Minute demo with them and they loved it. 'Ive seen enough to progress, the Director says'.
3 Months later it has stalled and my champion is unable to make progress with director and a new guy has come in and didnt feel confident using the tool.
This made me question, should you stick to your guns and say no, we need more time to do a demo (treat mean keep keen?), or take advantage of who's in the room and all the insight you have?