Does your team show the demo too early?

Take this quick diagnostic and find out whether your process is burning opportunities too early.

One question per screen so you can answer in less than 3 minutes.
Clear result: high, medium or low risk.
Ideal for referring to a review or requesting a demo.

Quick diagnostic for B2B sales teams

Question 1

What usually triggers you moving from discovery to demo?

Don’t think about the perfect process, but about the most common pattern.

When the lead shows general interest or asks to “see the tool”.

When we sense a fit, even though context or clear priority is still missing.

When we’ve already validated the problem, the impact and what the demo should solve.

Question 2

Before the demo, how clearly do you understand the prospect’s real problem?

The key isn’t whether there’s pain, but how well it has been understood and pinned down.

We know “there’s interest”, but the pain is still expressed in a superficial or ambiguous way.

In some opportunities we get there well, but it’s not a consistent standard across the team.

We usually arrive with a specific problem, impact and enough context to personalise the demo.

Question 3

How do you decide internally whether a lead deserves a demo?

Look for the real decision model, not the one in the methodology.

It depends heavily on the individual rep’s judgement or the pressure to move the opportunity forward.

There’s a common reference point, but everyone interprets or applies it in their own way.

There are fairly shared signals and checks before showing the product.

Question 4

After a typical demo, what pattern do you see most often?

Don’t look at the brilliant exception, but at what happens most often.

The prospect sees value, but doesn’t quite move the process forward clearly.

The conversation moves on somewhat, although a solid next action doesn’t always come out of it.

The demo usually unlocks a more specific conversation, with better focus and a next step.

Question 5

When a rep proposes a demo, what does the manager actually review?

The question isn’t whether it’s reviewed, but what is reviewed.

The main focus is whether the opportunity looks attractive, not so much the quality of the prior discovery.

Some signals are reviewed, although without a consistent or comparable guideline across reps.

There’s a fairly rigorous check for pain, context, fit and a clear objective for the demo.

Question 6

To what extent does the demo really change based on what was discovered beforehand?

Think about the real level of adaptation, not the intention to personalise.

The same story is usually told, with small surface-level tweaks.

There is some tailoring, but it does not always focus on the prospect’s critical priority.

The choice of messages, flow and cases clearly reflects what was uncovered earlier.

Question 7

How does your team practise the move from discovery to demo?

What matters here is real practice, not theoretical training.

It is discussed in meetings or onboarding, but rarely practised before real conversations.

There are occasional exercises or feedback, but without enough repetition or structure.

It is practised fairly often in situations similar to day-to-day ones, and judgement is reviewed.

Mini diagnostic

Your quick result

We have spotted an initial pattern in your demo process.

Next step

Enter your details to see the full result

We will show you the detailed risk level and specific recommendations, and your details will be ready for the Game Strategies team to review with you what can be improved.

Name

Work email

Role

Team size