Last year, the fine folks at Gong.io
published a study in which they analyzed 67,439 recorded software
demonstrations to uncover best practices (you can find the study here: https://www.gong.io/blog/sales-demos/). The study looked across a broad range of
software offerings – which should raise the question in our minds, “Will our company’s
software demos yield the same results – or are we significantly different?”
Great question! With Gong’s tools (their “conversation
analytics engine”), you can run the experiment(s) to see for yourself. For example, compare well-executed
traditional demos vs. well-executed Great Demos. You can test whether adequate Discovery
results in higher close rates and shorter sales cycles. Do some AB testing of specific questions and
ideas…
Fundamentally, Gong offers us
the ability to move from “I think” to “I know – and we’ve got the data to prove
it…!”
[Full Disclaimer: I am NOT am employee of Gong nor affiliated
in any way – I just love what they are doing…]
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