Seeing who watched which Consensus segments (or other automated demo tools), for how long, and (in particular!) whether people watched the same segment multiple times provides you with delightful discovery information. You can use this to supplement and advance your discovery conversations.
Asking “why” they watched segments will help you uncover CBIs and enable you to explore Impact and Deltas. I’d recommend starting your discovery conversations by reviewing the Consensus info mapped into Great Demo! Situation Slides, then fill in the rest!
Following this process can eliminate the need for “overview” demos and “deep dive demos”, enabling crisp, focused Great Demo! Technical Proof Demos to compress your sales process and your buyers’ journeys!