I've seen very similar situations. It's like we're looking for that perfect opportunity during a prospect meeting to strut our stuff. And we'll jump at the first chance we get.
But what happens when it's premature? Or worse, when it's irrelevant (or at least the relevance isn't crystal clear)? We tank. Bad.
Read this little tale and see if you've ever "gone there" in a prospect meeting. I'm pretty sure I have.
Also, Craig's blog is only a month old, but I'm enjoying it. If you sell professional services, I think you might find some nuggets in it, too.