1. Did the rep set an agenda for the call?

• Answer Type: Yes/No/N/A
• Description: Clear outline of demo goals, structure, and expected outcomes at the beginning of the call.

2. Did the rep confirm all appropriate stakeholders were present and ask what was most important for them to see to get the most out of the demo?

• Answer Type: Yes/No/N/A
• Description: Verification that decision-makers identified in discovery are attending the demo.

3. How effectively did the rep reference the customer's current situation?

• Answer Type: Rating 1-5 (Poor to Excellent)/N/A
• Description: Clearly articulates understanding of customer's business context.

4. How well did the rep tie demo features to specific problems identified in discovery?

• Answer Type: Rating 1-5 (Poor to Excellent)/N/A
• Description: Connects product capabilities directly to pain points uncovered in discovery.

5. How effectively did the rep reference the implications of problems discussed in discovery?

• Answer Type: Rating 1-5 (Poor to Excellent)/N/A
• Description: Reminds prospect of consequences of not solving their problems.

6. How effectively did the rep connect features to Need-Payoff topics from discovery?

• Answer Type: Rating 1-5 (Poor to Excellent)/N/A
• Description: Shows how product specifically delivers the value prospect said they needed.

7. How well did the rep tailor different parts of the demo to different stakeholders' interests?

• Answer Type: Rating 1-5 (Poor to Excellent)/N/A