Issue #9: First to Demo Wins

If your SDR team takes more than 5 minutes to respond to a lead, you’ve already lost ground.

In today’s market, speed isn’t just an advantage, it’s the price of entry.

Buyers Move Fast. Do You?

The modern buyer journey doesn’t wait. When a prospect finally leans in— answers a cold call, downloads content, clicks your ad, or hits your site—they’re already evaluating, comparing, and moving toward a decision.

If you don’t meet them in that moment? Someone else will.

The First Demo Usually Wins

Speed-to-lead isn’t just about follow-up. It’s about being first to demo.

Think about it: buyers want to see the product now, not after three back-and-forth emails. When they can interact with your product right on your website, you’re the first vendor to show value.

Our data proves it. Buyers who engage with 9+ demos close at 8–10x higher rates than those who don’t. That’s not a small difference—it’s the difference between pipeline and revenue.

My Inbound and Outbound SDRs OBSESS Over Demo Engagement

In our world, not all leads are created equal — and both our inbound and outbound SDRs know it!

Let’s talk inbound first: when someone watches a demo on our website and fills out the form? That’s gold. These leads have already raised their hand, shown intent, and invested time. They’ve self-qualified before we even pick up the phone!

Those leads go straight to the top of the call list — no questions asked. But here’s the kicker: demos are a secret weapon for outbound too.

We’ve baked demo content into our outbound motion — and when a prospect watches one before the first real convo, that deal is 30% more likely to qualify.

Yep, you read that right — 30%! 🤯

Why? Because demo-watching prospects come to the call already warmed up. No cold intros. No “what do you do?” Just straight into real pain points, real solutions, and real momentum.

I talk a lot about speed to lead on the inbound side (still critical!), but demo engagement has become a game-changer for both sides of the funnel.

Inbound SDRs move faster. Outbound SDRs qualify faster. Everyone wins. A watched demo isn’t just a view — it’s a head start!

Speed + Product = The Win

Today’s buyers don’t want to “book a call.” They want to see the product. Now.

The fastest way to build trust? Make your demo instantly available — on your website, in your SDR’s first cold email, wherever your buyers are.

Be the vendor that doesn’t make people wait. 🕒❌

Speed-to-lead isn’t about being pushy. It’s about being ready. Ready with answers. Ready with value. Ready with the experience they came for.

And in my experience? Ready always wins.

– Sara Kish