Once you’ve decided whether a prospect is a fit, look at it from their point of view. Why should they make time in their busy schedule for this demo? What’s in it for them? Why should they do it now? Why should they dedicate their time to you and not another vendor? If you don’t have compelling answers to these questions, you’ll miss out on a lot of demo opportunities. It’s not enough to invite prospects to a demo. You actually have to deliver a compelling pitch and apply salesmanship so they’ll commit to joining your demo.
