B
Evidence Grade B
Graded
accuracy verified by the review judge
Safe to Cite
Recent
38%
38% -- close rate for demos with 15-min prep (SalesUp analysis) (2025)
Demos with good prep (15 minutes) achieved a 38% close rate according to an analysis of 5,000+ demos.
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Lighthouse Research Team
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Source verified
Evidence graded
Value
38%
Unit
Percentage
Data Vintage
2025
Entity
Sample Size
5,000
Evidence Quality
B
Strong, reliable evidence
Sourced from a well-regarded research firm or industry leader with transparent methodology and a reasonably large sample.
Single source - not yet corroborated
Score breakdown
Extraction
75
Source Trust
60
Citation Chain
20
Independence
30
Methodology
45
Freshness
95
Source
SalesUp
Primary
Tier B
https://salesup.club/blog/meeting-prep-framework-discovery-call-demo-preparation ↗
Source Article
The Meeting Prep Framework: How to Prepare for Discovery Calls and Demos in 15 Minutes (Checklist Included)
The Meeting Prep Framework: How to Prepare for Discovery Calls and Demos in 15 Minutes (Checklist Included)
Your AE has a demo in 30 minutes.
Their prep:
- Glances at lead name
- “Let me look them up on LinkedIn real quick”
- Joins call
- “So, tell me about your company…”
The prospect thinks: “They …
Original Research
SalesUp
· Original study ↗
Methodology
SalesUp internal analysis of 5,000+ demos, prepared vs unprepared comparison
Methodology documented
Segmentation
Industrymarketing
Cite this stat
Plain Text
demos with 15-min prep (SalesUp analysis): 38% close rate. Source: SalesUp (2025). Via Lighthouse Intelligence -- https://lighthousedata.io/data/good-prep-close-rate-38pct
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<blockquote cite="https://lighthousedata.io/data/good-prep-close-rate-38pct" style="border-left:3px solid #2563eb;padding:12px 16px;margin:16px 0;font-family:system-ui,sans-serif;background:#f0f4ff;"><strong>38%</strong> -- close rate for demos with 15-min prep (SalesUp analysis)<br><small>Source: SalesUp (2025) · <a href="https://lighthousedata.io/data/good-prep-close-rate-38pct" target="_blank" rel="noopener">Lighthouse Intelligence</a></small></blockquote>
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