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Improving Qualified Demos through DQL Strategy

Rob Dean

Presales Director, EMEA, Trintech,

Why is it that at most organizations the sales engineering team is pulled on to calls without a second thought? Why, when we carefully measure “marketing qualified leads” and “sales qualified leads” is there no measurement for “demo qualified leads”? With recent research showing that more at least 30% of demos are “unqualified” or “wasted” for most Presales organizations, there is a huge opportunity to improve effeciencies and effectiveness by doubling down on demo qualification.

Come and learn how a Presales team selling into large enterprise reduced wasted demos from 50% to less than 5% by qualifying with automation and using a DQL (Demo Qualified Lead) strategy.