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Pre-Demo Decision Assessment

First name

Work email

Company name

What's the average deal size for your primary product?

What's the average deal size for your primary product?
A
B
C
D
E

This assessment identifies where decision hesitation slows momentum before demos.

Please answer based on observable buyer behavior across recent deals, not best-case scenarios or individual exceptions:

1 = Rarely or Not at All

2 = Occasionally

3 = Inconsistent or Unclear

4 = Often

5 = Consistent and Clear

C1. How consistently are your prospects truly ready to make a decision when they book a demo?

C1. How consistently are your prospects truly ready to make a decision when they book a demo?

Problem Ownership

Q1. Before a demo is scheduled, how clearly do prospects recognize the problem as something actively happening inside their organization?

Q1. Before a demo is scheduled, how clearly do prospects recognize the problem as something actively happening inside their organization?

Q2. Before the demo, how consistently do prospects describe the problem as a specific operational failure inside their organization rather than a general industry trend?

Q2. Before the demo, how consistently do prospects describe the problem as a specific operational failure inside their organization rather than a general industry trend?

Q3. Before the demo begins, how consistently have prospects moved past questioning whether the problem applies to them?

Q3. Before the demo begins, how consistently have prospects moved past questioning whether the problem applies to them?

Cost of Inaction

Q4. Before the demo, how clearly do prospects understand what staying the same will cost them over the next 6 to 12 months?

Q4. Before the demo, how clearly do prospects understand what staying the same will cost them over the next 6 to 12 months?

Q5. Before the demo, how clearly do prospects treat delaying a decision as a risk rather than a neutral option?

Q5. Before the demo, how clearly do prospects treat delaying a decision as a risk rather than a neutral option?

Q6. Before the demo, how consistently do prospects connect inaction to measurable business loss rather than vague inconvenience?

Q6. Before the demo, how consistently do prospects connect inaction to measurable business loss rather than vague inconvenience?

Category Confidence

Q7. Before seeing your product, how confident are prospects that this category of solution is the right way to solve the problem?

Q7. Before seeing your product, how confident are prospects that this category of solution is the right way to solve the problem?

Q8. Before the demo, how consistently do prospects compare your solution to direct competitors in the same category rather than tools designed for a different problem?

Q8. Before the demo, how consistently do prospects compare your solution to direct competitors in the same category rather than tools designed for a different problem?

Q9. Before the demo, how well do prospects understand why alternative approaches fail structurally, not just tactically?

Q9. Before the demo, how well do prospects understand why alternative approaches fail structurally, not just tactically?

Fit Confidence

Q10. Before the demo, how easily can prospects explain how this solution would work in their specific environment?

Q10. Before the demo, how easily can prospects explain how this solution would work in their specific environment?

Q11. Before the demo, how consistently have prospects already validated that the solution fits their environment, so the demo can focus on evaluating impact rather than confirming basic fit?

Q11. Before the demo, how consistently have prospects already validated that the solution fits their environment, so the demo can focus on evaluating impact rather than confirming basic fit?

Q12. Before the demo, how confident are internal stakeholders that this solution fits their scale, complexity, and constraints?

Q12. Before the demo, how confident are internal stakeholders that this solution fits their scale, complexity, and constraints?

Decision Closure

Q13. Before the demo, how clearly do prospects know what decision they expect to make afterward?

Q13. Before the demo, how clearly do prospects know what decision they expect to make afterward?

Q14. Before the demo, how consistently have internal stakeholders already agreed that this problem must be solved, rather than using the demo to build that internal case?

Q14. Before the demo, how consistently have internal stakeholders already agreed that this problem must be solved, rather than using the demo to build that internal case?