38: Why You Should Focus on Customers Unstated Needs w/ Munya Hoto, Digital Marketing Director, Foundry
The GTMnow Podcast
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Do You Delay the Demo, Do You Restructure the Sales Process?
In many mid-market sales cycles, the demo is like the second thing that happens. Do you delay the demo, do you restructure the entire flow of the sales or customer journey, pre-sale? How do you take these ideas, not just from a content marketing perspective, but from a sales process perspective and put them into action? So it's a really good question and not an easy one to solve. I would say the first thing is the people that are ready to jump on a demo; those are the people that have already made the decision to change most of the time.
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