How often do you think prospects come to your website simply to explore “what’s out there?” How often are prospects looking to gain an education of what is possible or to stay up to date?
It’s the equivalent of shoppers who are “just browsing…”
And how well do your existing sales processes embrace this possibility?
In your organization, is it a sales task or is it a marketing task?
What content (live or recorded) is available for this “just browsing” population? Is it sufficient?
What does your organization do to support this lead-in to a drip/trickle/nurture marketing process?
And is there a need for a different type of “overview” demo for these situations?