The
fine folks at Gong.io have released more data that delightfully validate key
Great Demo! concepts. This study ties
demo success to turning your demo from a “firehose” delivery into a two-way
conversation – actively letting your customer
ask questions (rather than “pre-answering” them as in traditional demos).
You
can find this latest study here.
And an observation regarding
the data showing successful reps NOT asking questions in demos - I suspect that
they don't need to ask many questions during the demo because they have already
done sufficient Discovery.
Demos done without prior Discovery likely include many questions from reps trying to do "Discovery on-the-fly" - a generally much less successful technique.
Demos done without prior Discovery likely include many questions from reps trying to do "Discovery on-the-fly" - a generally much less successful technique.
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