Let’s be honest: qualifying leads is mostly a grind. Chasing “hot” prospects who turn out to be just curious wastes everyone’s time. If you’re working in B2B sales or sales ops, you know the pain. You want to spend less time guessing who’s serious and more time actually closing deals.
That’s where Goconsensus comes in. It's a platform that gives you demo analytics—actual data on what prospects watch, click, and care about. Used right, it cuts through the noise and helps you focus on folks who are actually interested. But not every shiny dashboard stat matters, and it’s easy to drown in numbers. Here’s how to actually use Goconsensus to qualify leads faster, without getting sidetracked by vanity metrics.
Step 1: Set Up Your Demo Content for Signal, Not Show
Before you can get useful data, your demo content has to be designed to send clear signals about intent. Too many companies try to cram every feature into one video, hoping to impress everyone. That just muddies the waters.
To do this right:
- Break demos into sections (by feature, use case, or pain point). This way, you’ll know what a prospect actually cares about, not just that they watched something.
- Keep it short. Aim for 2-3 minutes per section. Nobody’s watching a 30-minute sales video.
- Don’t over-polish. You want demos that look real, not like a movie trailer. If your demo feels too slick, people may tune out or assume it’s just marketing fluff.
Pro Tip: Add a quick intro slide or video asking viewers to pick what’s most relevant to them. This nudges them to self-select and gives you better data.
Step 2: Get Your Tracking and Notifications Dialed In
Goconsensus gives you options to track demo views, feature clicks, and even who’s sharing the demo internally. But out of the box, the notifications can be overwhelming—or too vague to be useful.
Here’s what actually matters:
- Set up alerts for “high intent” actions. For example:
- Someone watches more than 70% of a demo
- A prospect shares the demo with others
- Multiple people from the same company watch different sections
- Turn off the noise. You don’t need a ping every time someone opens the demo and bounces after 10 seconds. Focus on actions that show real engagement.
- Connect notifications to your CRM or Slack. Don’t create another inbox to check. Pipe the important stuff where you already work.
Skip: Tracking vanity metrics like “total video impressions.” Who cares if 100 people opened the link if only 2 actually watched?
Step 3: Score and Prioritize Leads Based on Demo Engagement
Now for the meat: using demo data to actually qualify better. Goconsensus gives you analytics like watch time, section clicks, and shares. But you have to decide what counts as a good lead.
How to make this useful:
- Define what “qualified” looks like for your team. For example:
- Watched at least 2 feature sections all the way through
- Shared the demo internally with decision-makers
- Revisited the demo more than once
- Build a simple scorecard. Assign points for actions that matter (e.g., +2 for sharing, +1 for each section watched, +3 for repeat visits).
- Ignore “curiosity clicks.” One person watching for 30 seconds isn’t a signal. Multiple people in the same org spending focused time? That’s gold.
Reality check: Don’t try to automate your entire qualification process based on demo data. It’s one piece of the puzzle—combine it with fit, need, and budget.
Step 4: Use Demo Data in Your Sales Conversations
All this data is only helpful if you use it to have smarter conversations, not just to “score” leads. If you know what a prospect watched (and what they ignored), you can skip the small talk and get right to what matters.
Make this work for you:
- Reference their interests directly. “I noticed you spent time on our analytics feature—want to dig deeper there?”
- Bring up internal sharing. “Looks like you shared the demo with your head of ops. Are they involved in the decision?”
- Ask about what they skipped. “I saw you didn’t check out the integrations section. Is that not a priority?”
Don’t: Use the data to interrogate or guilt-trip prospects. It’s not about “gotchas”—it’s about saving time on both sides.
Step 5: Spot Red Flags Early and Move On
Not every lead is worth chasing. Goconsensus helps you spot tire-kickers and time-wasters early, so you can move on without second-guessing.
What to look for:
- Low engagement: They open the demo and immediately bounce. Or they only watch the first 20 seconds of a single section.
- No sharing or repeat visits: If you’re selling team software and only one person pokes around, odds are slim.
- Interest in only “nice to have” features: If they’re only watching the fluff, they may not have a real need (or budget).
Pro Tip: Don’t be afraid to close the loop. If a prospect shows zero engagement, send a “just checking in” note, set a brief deadline, and move on. Chasing ghosts isn’t a strategy.
Step 6: Rinse, Tweak, Repeat
The best thing about using demo data is you can keep improving. Review which demo sections actually move deals forward. Cut what nobody watches. Double down on what sparks real interest.
How to keep getting better:
- Once a month, review demo analytics as a team. Look for patterns: Are certain features always skipped? Are some demos too long?
- Update your scorecard if deals slip through. If you’re seeing false positives (high engagement, no deal), adjust your signals.
- Don’t get stuck in analysis paralysis. The data should help you move faster, not create more busywork.
What Works, What Doesn’t, and What to Ignore
- Works: Demo shares, multiple viewers from the same company, focused attention on key features.
- Doesn’t: Obsessing over view counts, tracking every click, or relying on demo engagement alone to qualify.
- Ignore: Vanity metrics, “impressions,” and anything that doesn’t connect to real buying behavior.
Keep It Simple—Iterate As You Go
Goconsensus can help you qualify leads faster, but only if you use the data to cut through the noise. Don’t try to build the perfect system from day one. Start small, focus on the signals that actually mean something, and tweak as you learn.
Remember: good sales comes from asking better questions, not just tracking more numbers. Use demo insights to start smarter conversations, and don’t be afraid to move on from the ones who aren’t truly interested. The goal is less time chasing, more time closing. Keep it simple, and keep moving.