To Demo or Not to Demo for Long-Term Prospects?
Hey Sales Leaders,
We've all been there.
You're in the groove, your team's in sync, and then comes a curveball — a prospect wants a demo, but they're not ready to pull the trigger until next year.
It's the classic demo dilemma.
Should you jump on it or pump the brakes?
Here's the real deal on the pros and cons:
The Upside:
You've got a live one!
Someone who's exactly who you've been aiming for is interested.
This is big.
Showing them what you've got now could nudge them closer to a 'yes'.
Plus, when they're finally ready to make a decision, who will they remember?
Yep,
you've got it — you.
The Downside:
Your AEs are your aces, and their time is gold.
Every minute they spend on a far-off prospect is one they're not closing imminent deals.
And your SCs?
They're the closers' wingmen.
Distract them, and your near-future pipeline could suffer.
Not to mention, those long-term demos can puff up your pipeline, making it look healthier than it really is.
It's a tough call.
Do you invest in the future now or focus on the wins you can secure today?
We're eager to hear your thoughts.
Do you play the long game, giving prospects a taste of what's to come?
Or do you prioritize the now, keeping your resources tight and your pipeline lean?