Shoutout to a Gartner report that changed my view on demo scripts

I used to think demo scripts were the enemy. I wanted every sales call to feel natural and off the cuff. Then last month I read a Gartner stat that said 73% of B2B buyers want a rep who explains things clearly without wasting time. That hit me. My unscripted demos were all over the place. I would ramble about features nobody cared about. So I tried a tight script for one prospect last week and it saved me 15 minutes. They even said it was the most focused demo they had all quarter. Has anyone else found a stat that totally flipped your process?

2 comments

2 Comments

alicehernandez5d ago

Wait, you mean winging it isn't a sales strategy?

jasonf174d ago

Read a blog post last week that said top sales people spend like 10 hours a week just preparing. Made me realize my "let's see what happens" approach was costing me deals.