Demos and Discovery – Interesting Metric

For those who like to track things, here’s an interesting demo success metric to consider:  compare the amount of Discovery done prior to a demo (in minutes) to demo length (also in minutes).  One should expect the ratio of these will typically be >1 for successful demos – those that result in a sale (or movement to the next stage in the sales process).  For organizations that choose to track this, I wouldn’t be surprised to find that the ratio is actually >>1 (much much greater than 1) for demos that result in a sale…!