What percent of your demos are presented to:
- Land new business
- Secure renewals of existing subscriptions
- Pursue expansion and upsell opportunities
We are very interested in the results of this informal study – and what we learn may yield some very interesting strategies and skills…!
Contact us at info@GreatDemo.com if you’d like to keep your reply private – or if you’d like a sneak-peak at a new set of practices…
1 comment:
In our Enterprise business unit - 95% of the demonstrations we provide are for securing new roll-call/business. We break that down further into new logo (brand new clients) and additional business/expansion (buying another feature of an existing product). New Logo business is managed with field/client facing pre-sales consultants, while additional business is managed with virtual pre-sales consultants. The other 5% is on non-revenue generating demonstrations (i.e. renewals, etc) which we use strategically as "safe" at bats for our new pre-sales consultants or for those consultants wanting to try out new demonstration techniques or talk tracks.
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