Thursday, May 10, 2018

Why Vision Generation Is SO Important...

Forrester Research shows that the first vendor to create a viable vision of the future has a 74% chance of closing the sale: 

We know that when you get in early and help create the solution vision with the buyer that you win more.  Our research proves that this win rate is upwards of 74%...”

Note, however, that this is a viable vision of the future – which means that it has to map to real customer needs and interests.  An “overview” or “Harbor Tour” demo is both too much and too little, as we all have experienced. 

A great Vision Generation Demo is a very effective way to provide customers with a crisp, concrete understanding of what is possible – and to initiate a Discovery conversation at the same time. 

You can find more details on how to create and deliver Vision Generation Demos in my article at

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