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0 pointsversion_five3y ago0 comments

> opportunities that progressed past that demo are much less than 50%

Any sense of what industry norms are? 50% sounds astonishingly high to me. For most products I would have expected a pre-sales demo to be a pretty early step. 50% basically means everyone you talk to is committed to buy something and is only looking at 2 vendors.

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rocmcd3y ago

It varies drastically by the business but I would say that it’s more on the magnitude of 10% or less (for enterprise sales, IME).

If you’re getting a 50% conversion on your demos then either your sales org has _really_ dialed in the target persona (qualifying everyone else out early) or your market is very wide.

fphhotchips3y ago

I would suggest that there's a subtle difference between "progressed past the demo" and "converted". 50% progression past the demo is reasonable. 50% conversion would be amazing.

sylens3y ago

Yes, this is what I meant. I would say that for over half the demos I gave, that was my last time talking to that prospect. For the rest, some of them would go a few more meetings and fizzle out, and some would convert to actual sales.

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