If you are trying to sell a product that doesn't exist yet it is always great to create a demo or sell the idea of the experience. Walk them through the process of your discovery tool, do a presentation to entice them and get them excited about the product. If you product is in beta testing I think you will be able to show them enough of your product for them to get interested. Always be enthusiastic and positive about your product, companies want to invest in the person more than the platform. I hope this was helpful and if you want to further discuss reach out for a phone call!