Make presales risk visible before the demo
A good technical presales note separates what is proven, assumed, and still risky before anyone sees the shiny demo.
Presales work fails quietly when confidence and evidence get mixed together. The client hears certainty. The delivery team inherits caveats. Everyone is surprised later, despite the risk being visible from the beginning.
Use three buckets before a demo or proposal: proven, assumed, and open. Proven means you have tested it in the client-shaped environment. Assumed means it should work, but only because the docs or vendor says so. Open means it needs discovery, access, pricing confirmation, security review, or field validation.
This does not make you look less capable. It makes you look safer to buy from. Serious buyers know complex systems have unknowns. What scares them is a team that cannot name them.