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How many of you do regular post-demo reviews (aka “curbside reviews”)? What do you assess? For example:
- What went well?
- What could have been done better or differently?
- What resonated and what did not?
- Was discovery done sufficiently and was it accurate?
- What were the action items for both parties?
- Were there any surprises?
- Did you achieve your objectives? Did your prospect achieve theirs?
How often are your post-demo reviews done?
- Always
- Most of the time
- Occasionally
- Never
Who participates?
- Sales
- Presales
- Sales management/frontline management
- Presales management/frontline management
- Others (who?)
In my experience, those who complete regular thoughtful, structured post-demo reviews enjoy increased rates of improvement in their demos and discovery processes yielding higher win rates and faster sales cycles. How about you?