When you have multiple players from your team and the prospect’s team in the room, instead of taking seats with your team on one side of the table and the prospect’s on the other, mix it up!
Why? While another member of your team is “driving” the demo, you are (literally!) positioned to quietly offer commentary and answer questions from the prospect player(s) immediately next to you.
Bonus: You can often see your prospect’s notes and comments as they are writing them down!
Pro Tip: Position the highest-ranking person from your team next to the highest-ranking prospect player.