I have trouble with this Gong finding though, “We didn’t find a single demo that lead to a closed deal in the analysis that involved more than 76 seconds of uninterrupted pitching.”

My experience is that when sellers nail their demo talk track, buyers lean in with interest, curiosity, and enthusiasm and they DON”T interrupt with questions. They are in rapture. Sellers are speaking their language. There is no need to interrupt because the seller nailed their demonstration.

Buyers attend demonstrations because they want to know:
– How the software solves their business challenge
– Why it is a better option than the status quo or competition
– Why it’s worth it
– How implementation is feasible

When sellers demo to answer these questions, buyers don’t need to interrupt, other than to express their enthusiasm and do a Snoopy dance.