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You've rehearsed the talk track. You know the product cold. So why do some demos close deals and others just... don't?
Reprise surveyed 300+ sales and presales professionals for The Science of the Demo 2026 Report, and the results are worth a conversation. Turns out 73% of what makes a demo land has nothing to do with the product itself.
We're digging into the data with people who are actually running demos in the field right now.
What's on the table:
- The soft skill gap. Storytelling, discovery, and speed to value outrank technical prep - so why does most training still focus on the product?
- The 15-minute rule. 68% of respondents say demos should run 15 minutes or less. What do you actually cut, and what do you protect?
- AI as baseline. 89% of teams are already using AI somewhere in their demo workflow. The question has shifted from whether to use it, to where.
- The personalization paradox. 69% say personalization improves win rate - and it's also the #1 thing teams want to automate. How do you square that?
- The follow-through gap. 52% of teams still don't send leave-behind demos. Here's what they're leaving on the table.
Thank you to our partner at Reprise for helping make this event possible.
