I was demo-ing the newest, latest, greatest features of our new sales software to a sales team who was still writing quotes using Excel and realized about two minutes in I had already lost them. Total deer-in-headlights response. I stopped my very-prepared presentation and simply asked "So what's your biggest challenge each day with the way you do your job now?" And then within the context of that question, and the ones that followed, showed them how the new system would fix each problem. Sometimes the audience needs to lead, simply because they're coming from a totally different start position. Stopping when I did turned a "bomb" into a long-term customer, so beware the stares!