Consider, then do the math:
- How may demos do you present per week or month?
- How much time is consumed in demo preparation, delivery, and follow-up (and travel)?
- What percent would you say are pure waste?
- What percent were only partly successful?
- What percent end up as No Decision outcomes?
Let’s run an example!
If you have 10 presales people, each doing 3 demos per week, that’s 30 demos per week or about 1500 demos per year.
If 33% of those demos are wasted with unqualified prospects or result in No Decision outcomes, that’s 500 wasted demos per year!
If it takes 2 hours to prepare each demo, plus 1 hour for delivery, then that’s 1500 wasted hours or over ¾ an FTE.
At 3 hours prep per demo, plus 1 hour for delivery, then that’s 2000 wasted hours, costing you over a full FTE. That’s expensive!
And at 6 hours prep per demo and 2 hours for delivery, that’s 4000 wasted hours, costing you over two full FTEs – that’s a fifth of your team. Ouch!
Do your own analysis then ask yourself, “Is this acceptable?” (The correct answer is “No!”)
If you feel you should make changes, note that the Great Demo! methodology, training courses, and coaching provide clear definitions of when to say “yes” to delivering a substantive demo and when and how to push back gently.
They also include self-rescue techniques to successfully deal with challenging real-life situations, such as the delightfully effective Menu Approach and Vision Generation Demos (well-beloved by buyers!).
Resources:
The Menu Approach – A Truly Terrific Demo Self-Rescue Technique
https://greatdemo.com/the-menu-approach-a-truly-terrific-demo-self-rescue-technique-3/
Great Demo! Third Edition
https://www.amazon.com/dp/B0C9SNKC2Y/
Doing Discovery:
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
Training
https://greatdemo.com/training/workshops/great-demo/
More Supporting Articles
https://greatdemo.com/learn/articles/
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