Published: 19 July 2023
Buyers consistently rank demos as the most valuable content in the buying process. However, tech CEOs often struggle to integrate demos efficiently into the sales process. In this research, we discuss the top practices to create a demo strategy that will help shrink sales cycles and close deals.
Organizations that take a single one-size-fits-all approach run the risk of a mismatch between the prospects’ needs and the demonstrations delivered — jeopardizing an active sales motion.
Demos delivered too early to the wrong prospects are simply a waste of time and resources.
Sales enablement planning and investments are vital to move from basic demo strategies to scalable demo execution and delivery.
Tech CEOs seeking to better leverage product demonstrations to reduce sales cycle times and close more deals faster should:
Create and deliver different types of demos depending on where a prospect or customer is in the buying or ownership
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