Yesterday, I was in a demo meeting for a company I had vouched for after taking a first demo myself. My boss was on the meeting as well since he is the decision maker. The sales representative giving the demo was absolutely not prepared despite me giving him several queues on what my boss would probably want him to focus on in his demo. This likely cost him the sale which I think he could have otherwise landed. It made me realize how important being prepared is in sales. That being said, what are some of your stories of either a time you weren't prepared for a sale or witnessed someone else not being prepared and the end result.
IMO : Not being prepared = enemy of sales !