Strategies for Engaging Unresponsive Leads Post-Demo

Hello Team, I have a quick question: If our cold calling team brings in a lead who attends the demo, shows strong interest, and agrees to try the product—but then doesn’t engage further after receiving the demo account and stops responding to follow-ups—how do you typically interpret this? Also, what’s your usual follow-up strategy for such cases? Would love to hear your thoughts.

39 comments

Pat H.
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Interpretation: they are ghosting you
Pat H.
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Action: follow up via a sales person
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Ayse G.
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Two reasons - 1: They don't think the product is a fit. 2: Pricing, if discussed, might be an obstacle. The best was to handle these conversations is actually probing about these during the call; not sure how that demo call was. How many follow ups were sent and what is the time lag from the demo call? Also were they decision makers for the deal? How do they play a part in the buying committee? I am sure you checked this before taking the demo call but these matter. If they are end user; they might need value based approach, if they are technical; they will need specs and onboarding. Whitepapers, customer testimonials, and even a demo video with a link to further discuss might be an option. However, if they are still not interested, I wouldn't hunt them down not to create resentment. They might just not be in the market yet. Does that make sense?
Viraj P.
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Make sense. Thank you for the responses. We have a B2B SaaS platform.
Ayse G.
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Who took the demo call?
Viraj P.
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I do it
Viraj P.
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But these responses are generally from enterprise level clients.
Ayse G.
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who did you talk to at the prospective company?
Ayse G.
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what is your pricing strategy?
Viraj P.
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Genrally we talk to decision makers in Recruitment domain as our product is for Recruitment domain. Our pricing strategy is Pay-As-you-Go
Pat H.
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Are you onboarding them as a POC or just tossing them the keys to the product and hoping they do something?
Ayse G.
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did you probe about whether they are using another software or in the market for a new one? also is it PLG for you?
Viraj P.
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We are giving them walk through of the product and helping them understand where it can help them in their current situation and creating demo account for them
Ayse G.
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Did they use the demo account? What is the DAU
Viraj P.
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Some did not use the demo account
Viraj P.
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I would say all of it did not use it
Pat H.
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What do you sell? Can you send your website?
Viraj P.
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hugeleap.ai
Ayse G.
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ok that is a red flag, what were the follow ups like? 'We have seen you haven't logged in yet? Where can we help? Or was it more sales closing type?
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Viraj P.
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So we do follow ups over whats app and emails and calls. But calls and whats app msgs were ignored
Viraj P.
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we use to get initially some response like - we will try out soon or in 2-3 days
Viraj P.
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but later nothing
Ayse G.
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it is pretty intuitive from what I can see in the free trial.
Ayse G.
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so you are doing all three, whatsapp, email and calls? if that is the case you are reaching out too much and hunting them down
Ayse G.
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if someone hasn't used the free trial or demo account, there might be many reasons for this. i would try to probe for that before trying to close the sale
Ayse G.
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for me, i wouldn't want someone reaching out via whatsapp, calls and emails multiple times, that creates resentment
Pat H.
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Red Flags that tell me you have a GTM problem: AI tools that attach to an ATS Enterprise Prospects Demos without agreed upon next steps You likely need to build a POC motion, free or paid, that includes onboarding, entry and exit criteria, and POC status calls.
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Ayse G.
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I just got the 'free trial' confirmation email. You have a link to demo schedule and contact support. If someone is signing up for this before having the demo, putting a demo video, customer testimonial would be ideal. Also, don't know how long the free trial is - but there is no chat capability or in product messaging. this makes it harder and creates friction. I think this is a GTM problem.
Viraj P.
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Got it, thank you for the suggestions. I will surely look into those and make the required changes
Ayse G.
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I would really not reach out on multiple channels, multiple times either if i were you
Viraj P.
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Got it
Viraj P.
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what the frequency you suggest when to reach and platform ?
Viraj P.
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like a working SaaS straegy
Ayse G.
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if you have in product messaging, and a chat function, that makes it easier with small tips and tricks if they are in the free trial.
Ayse G.
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if you had a demo, and gave them a demo account, check if they are using it after 3-5 days. if they haven't, reach out with an email giving them tips about using the product to incentivize a successful trial, this can be small demo videos, how others in their industry using it, etc...
Ayse G.
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don't make it more than 2-3 attempts. also make sure who the decision makers are during these demo calls. there are hidden figures in enterprise SaaS buying committee, you need to know who you are talking to - map out the next steps after the demo call and actionize
Viraj P.
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Pat H. Can you help me understant this Red flag you mentioned: AI tools that attach to an ATS Does this means a positioning as an "add-on" or "plugin" to an existing ATS instead of a standalone product or system will be a problem?
Pat H.
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No…as in it’s a complex integration and use case that you need to help most companies build and validate.
Viraj P.
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Got it

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