Why Demo Requests Create a False Sense of Security

 

This is a guest post by Katharine Derum, senior inbound sales manager @ HubSpot, and a top sales thought leader globally. Follow her on twitter or read her blog.

 

Demo requests are often considered the best quality of leads and they get this reputation for good reason. When a prospect requests a demo it usually indicates they are ready to see the product and are closer to a purchasing decision. Reps love these leads, and in a perfect world all leads would be demo requests.