Many customers request work streams called POCs which stands for Proof of Concept (POCs). POCs are a demonstration to the customer that the product can address specific scenarios whose achievement can be objectively measured.  However, POCs can also muddy the sales plan if expectations are not properly set prior to beginning the POC.  In this episode of Taking 5 with GDE, we talk with Rob Pugh, IBM Security Technical Sales Specialist, who tells us about the advantage and disadvantages of POCs and how to prepare for them and maximize the probably of POC success AND win of the deal.

Also, here is a great book on improving your skills on giving a great DEMO.  It is worth the read:  https://www.amazon.com/Great-Demo-Stunning-Software-Demonstrations/dp/059534559X