214 - Good B2B Marketing Executes Sales at Scale (Including Demos) | Demand Gen Live S2 x58

If you're in sales you're certainly thinking, "Demos?! Really??" And our answer is a resounding, Yes! But there's a small catch. It's time for marketers to rethink what a demo consists of. In the past (and as we record this podcast), a demo is when you go on a website, fill out a form and request to talk to a salesperson to see it in action. But as a marketer, your goal in 2022 and beyond needs to shift from feeding leads to the sales team and executing sales at scale. Sales shouldn't be responsible for educating the prospect on what their pain points are and how the product can alleviate them. That's marketing's job and it should've been clear long before a demo was requested. So if that task now falls into marketing, the question is, how do you effectively execute demos at scale? Effectively being the keyword there... The answer is to change the way you define a demo. In this episode, Chris talks all about how B2B marketing needs to start getting prospects 95% closed before they even talk to a sales rep.