Not in my experience - at my last job we had multiple meetings with them to try and sell us one of their products (CIO was ex IBM and was pushing us to use it) and everyone technical who was involved on our side was profoundly unimpressed.
Was also a bit bizarre that about 6 of them came along to a meeting with 4 of us - we never did find out what most of them did.
That's your "mistake" (from their part). They only know how to sell to top-level oxygen-deprived-brains that are impressed by technical fancy words but couldn't turn their notebooks wifi off and on again to save their lives
Ever seen that scene in Halt and Catch Fire where IBM comes to meet with the small company and a hundred IBMers flood into the office? That's the most accurate scene I've ever seen in any movie or TV show ever.
Sounds like that's a typical mode of operation, seen that several times, too. So maybe the quality of the sales team is the variable. So if your sales team is C players, do they bring the... E? ... players to project?
I think they might have been used to giving demos to not technical folks rather than people who were actually fairly competent and inclined to scepticism.