Tailor your demo to your audience

When I first heard the term "harbour tour" I laughed, but the reality is that too many sales reps and PMMs take prospects on a one-size-fits-all journey through their product. Even if you don't have the opportunity for discovery with your prospect before a demo, you can still tailor the approach with a few quick questions off the top and based on what you know about their industry, size, etc.

Product Marketers can help by creating pitch decks and demo flows tailored to specific industries and use cases that a rep can quickly pull together.