How long do you spend discussing ‘next steps’ with your prospects?
“Winning demos involve 12.7% more time — or roughly four minutes — on next steps”
Gong.ai
Great new insights from Gong – more time spent on next steps result in the sales opportunity moving forward, ultimately towards closing the deal.
Gong have analysed thousands of demos to determine the following 4 parts of a successful demo:
- The Contextual Overview – often an overview of the company and the solutions we offer
- Upside-Down Demo – “start with the end first” (Peter Cohen). In the example of Cadency, this is often starting with the R2R Console
- Accelerated Interaction – session switches to a more robust dialogue, with questions, objections and answers.
- The Wrap Up – often the most important part of the call. The summary helps solidify the topics covered and the next steps help guide the opportunity forward.
I’d recommend you read the full article with all the details below.
