To see if companies are adopting a buyer-first selling approach, we looked into how seamless their sales processes are, from the first "book a demo button" click down to the demo itself.
We found the current demo process is full of friction points, causing inefficiencies for both prospects and sales teams, reducing time to product value, and extending the deal cycle.
If a prospect is lucky, they wait three days to see the product and sit through an hour-long demo. Most likely, they will have to wait a week just for a discovery call.
This experience is even more frustrating for the buyer considering that “Book a Demo” is the most common CTA on SaaS companies’ websites
. When prospects click that button, they expect to see the product, not wait a week for a discovery call.
Discovery calls exist because most buyers used to have no idea what the software they are evaluating does. In the PLG world, prospects do their own discovery, eliminating the need for lengthy discovery calls altogether.
As we see in the “What is the estimated lag time between a demo request and an actual demo? (500+ Employees)" chart, this trend is even worse for large companies.