I’ve always enjoyed doing demos as a chance to understand first-hand the needs/concerns/tripping points of the product directly from a potential customer. There is a fine balance though of running demos for this type of feedback vs. ALWAYS being the person asked to perform a demo. Sales enablement is the only way to help scale the approach.
Product Managers should focus on sales enablement, not individual sales people
I don’t remember the source but one line that has stuck with me is the one that suggests that Product Managers need to enable Sales (as in the department), not sales people (individually). I think for the most part this makes sense. The article below certainly suggest this as well. When it comes to Sales, it’s better for a Product Manager to focus on the broad customer needs while enabling the sales person to then customize or cater towards the individual prospect’s needs.
Read more about Product Managers and the Product Demo