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Why "book a demo" is dying.
Hey Operator,
Have you ever chased someone for a demo just to get ghosted harder than your college situationship?
Gartner says 75% of B2B buyers prefer a rep-free experience in 2025.
You read that right. Three out of four buyers want to self-serve, self-validate, and self-decide.
But here we are…
Still gating pricing.
Still pushing 30-minute discovery calls.
Still bribing people with gift cards.
So this week, we’re fixing that.
Steal This Slide: The Buyer Enablement Hierarchy
What modern buyers actually want. Ranked from “must-have” to “nice-to-have human.”
Basic Access to Info – “Let me learn on my own.”
Personalized Content – “Help me understand the value.”
Personalized Recommendations – “Tell me what matters to me.”
Self-Service Tools – “Let me experience the value.”
Trusted Human (Optional) – “Be there when I want you. Don’t chase me.”
🧠 Hint: most GTM teams are still stuck at tier one yelling about product-market fit.
Steal This Play
✅ Run a buyer audit.
✅ Kill the dead-end CTA buttons.
✅ Replace demo asks with real tools: ROI calculator, sandbox, short-form video.
✅ Let your buyer move. Don’t make them wait.
Your buyer isn’t lazy. They’re just tired of your SDR’s calendar link.
Bench Notes
75% of B2B buyers = no rep please (Gartner)
Self-service tools = 20% faster sales cycles
Personalized demos = 30% higher win rates
Scheduling a generic demo = ghosted
TL;DR
The modern buyer is moving.
If your GTM can’t keep up, it’s not a buyer problem. It’s your problem.
Bye for now,
FYI GTM
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