You can make up a Sales Process. You have to talk to actual buyers to map the Buying Process. When you do that, everything will change.
Most product demos are really terrible. SEs – at least a lot of the ones that I’ve seen – love to focus on the product features, but forget that they have an audience with specific goals and problems, and the audience doesn’t really care about the software; they care about achieving their own goals or solving a problem.
I hate PowerPoint. I hate what it has done to modern meetings, and I hate the fact that it is expected that one will produce slides for each meeting. Am I being a little strong here? Maybe the verb should be lament. Yes, I lament the dominance of PowerPoint in today’s meetings.