Demo Score71/100

Interactive demo

Sample data — run a new audit to see your own

+240 XP earned

Acme CRM — Platform Demo

Northwind Logistics · Sep 3, 2026 · 15:00 · Jordan Ellis with Dana Whitfield

Golden Moment
00:00–03:00 — Opened on the buyer's own language about shipment exceptions rather than a product tour.
Primary Risk
Tirade — uninterrupted feature block — 2m 35s of continuous walkthrough covering routing rules, SLA timers, escalation matrix, reporting, integrations and the audit trail with no directed question.
Next Best Action
Split the exception queue walkthrough into two 60–90s chapters with a visual pivot between them.

Revenue impact

Salesforce

Northwind — Platform expansion · $148,000 · Evaluation · first demo Sep 3, 2026 · expected close Nov 16, 2026

Projected win rate

36.7%45.1%

+8.4 pp if the flagged gaps are fixed

Demo-to-close

49d34d

15 days faster

Weighted value

+$12,432

On this opportunity alone

Modelled from historical demo data — a statistical target, not a guarantee.

Talk-to-Listen

68% rep / 32% buyer

Over target · marker at 66%

Monologue Risk

3:15

Risk

Starts at 9:50 · limit 2:30

Pacing & Energy

18 WPM

Slow

Ideal range 140–160 WPM

Question Density

1 open / 2 closed

2 questions per 10 min

Interactive timeline

Click a marker or a timestamp to jump to that moment and see the coaching tip.

Golden moment Derailment Jordan Ellis Dana Whitfield15:00

Speaker A (Rep)· Topic 1

Thanks for making the time today, Dana. Before I show anything, I'd love to hear how your team is handling shipment exceptions right now.

Direct persona bridge

Speaker B (Prospect)· Topic 1

Honestly it's messy. Exceptions land in a shared inbox, someone triages them manually, and we lose about a day before the customer hears anything.

Speaker A (Rep)· Topic 1

That day of delay — what does it cost you? Are you seeing churn, credits, or mostly support load?

Open question

Speaker B (Prospect)· Topic 2

Mostly credits. We issued about ninety thousand in service credits last quarter, and two accounts flagged it in their renewal review.

Speaker A (Rep)· Topic 3

Perfect, let me walk you through how the exception queue works. So here on the left we have routing rules, then the SLA timers, then the escalation matrix, and I'll also show you the reporting layer, the integrations catalog, and the audit trail...

Tirade risk (2:35, no question)

No mini-overview

Speaker B (Prospect)· Topic 4

This looks powerful, but I'm worried about rollout. Our ops team is already stretched thin this quarter.

Objection raised

Speaker A (Rep)· Topic 4

Totally — and here's the dashboard view your team would live in. Notice the exception aging column updates in real time.

Objection talked past

Speaker B (Prospect)· Topic 5

Can this pull from our TMS directly? We're on a fairly old version.

Speaker A (Rep)· Topic 5

Yes — we have a native connector, and for older versions we sync through a flat-file bridge. Two customers in logistics run exactly that setup today.

Proof point

Claim needs correction (sync mode)

Speaker A (Rep)· Topic 6

And on pricing, we typically start with the growth tier, which includes the connector, the SLA engine, unlimited rules, sandbox access, and then there's the enterprise tier where you also get...

Missing "So What?" bridge

Hedging language

Speaker B (Prospect)· Topic 6

Got it. I'd need to bring in our VP of Operations before we go further on numbers.

Buying signal

Speaker A (Rep)· Topic 6

Makes sense. How about a 30-minute session next Tuesday with your VP, where I focus only on rollout effort and the TMS bridge?

Clear next step

Golden moment

0:00

Golden moment

00:00–03:00 — Opened on the buyer's own language about shipment exceptions rather than a product tour.

Tip: Keep the first-hand opening, and add one persona-specific line: "for ops leads, the pain is usually triage time, not visibility — is that true for you?"

Audit findings

Tirade — uninterrupted feature block

04:10 – 06:45

2m 35s of continuous walkthrough covering routing rules, SLA timers, escalation matrix, reporting, integrations and the audit trail with no directed question.

Why it matters: The buyer had just described a specific, quantified pain; a six-feature list buries it and gives them nothing to react to.

Fix: Demo two capabilities maximum, then hand the floor back: "compared with how your team triages that shared inbox today, where would this save you the most time?"

Missing "So What?" bridge — Pricing

10:55 – 13:05

Tier contents were listed and the topic ended without linking to business impact.

Why it matters: Pricing without an impact anchor is read as cost, not return, and stalls at procurement.

Fix: Close with: "the growth tier lands under the $90k in credits you issued last quarter, so this pays for itself inside a quarter."

Objection talked past — rollout capacity

06:45 – 07:25

Buyer said the ops team is "stretched thin"; the reply moved straight to the dashboard view.

Why it matters: Change-management risk is the most common late-stage blocker and it is now unresolved on the record.

Fix: Answer at the root first: "rollout is two half-day sessions and no data migration — can I show you the timeline our last logistics customer ran?"

Missing topic mini-overview

06:45 – 09:00

The dashboard section started mid-flow with no context setter, so the takeaway needed 30s+ to land.

Why it matters: Without a one-line frame, the buyer spends the first half-minute working out what they are looking at.

Fix: Open the section with: "this is the one screen your ops team lives in each morning — here is what changes for them."

Hedging language on commercials

10:55 – 11:40

"We typically start with…" and "there's also…" delivered tentatively.

Why it matters: Hedged pricing invites discounting pressure and signals uncertainty about value.

Fix: Use declarative framing: "for a team your size, the growth tier is the right fit — here is why."

Classification & executive summary

Overall scorecard against the audit dimensions.

Dimension	Finding	Result
Demo Mode	Interactive	Info
Speaking vs Listening	62% / 38% (target max 66% / 33%)	On target
Interactive Cadence	4 of 6 topics had a directed open question	Needs work
"So What?" Bridges	3 of 6 topics bridged	Critical
Topic Mini-Overviews	4 of 6 topics	Needs work
Instant Topic Clarity	4 of 6 topics	Needs work
Technical Accuracy	1 inaccurate, 1 unverified of 5 claims	Needs work
Tone & Delivery	Warm, but hedging language on pricing	Needs work
Discovery / Persona Bridge	Direct — buyer's own words	On target

Main wins

00:00–03:00 — Opened on the buyer's own language about shipment exceptions rather than a product tour.
03:00 — Quantified the pain to $90k in quarterly service credits and reused that number as the value anchor.
13:50 — Closed with a specific, time-boxed next step naming the economic buyer.

Main gaps

04:10–06:45 — 2:35 uninterrupted feature walkthrough with no directed question (borderline tirade).
06:45 — Rollout-capacity objection acknowledged but never addressed at the root.
10:55–13:05 — Pricing topic ended with no "So What?" bridge to business impact.

Skill areas & progression

Sample progression — the same nine areas are scored on every demo you run.

Demo mode fit

Interactive throughout — buyer spoke in every topic.

Improved +10

Speaking vs listening

62% / 38% — inside the 66% presenter ceiling.

Improved +16

Interactive cadence

4 of 6 topics had a directed open question.

Improved +10

Repeat gap ×5

"So what?" value bridges

3 of 6 topics closed with business impact.

Slipped -9

Repeat gap ×5

Topic mini-overviews

4 of 6 topics framed before the screen share.

Improved +10

Repeat gap ×5

Instant topic clarity

4 of 6 topics instantly clear to a first-time viewer.

Holding

Repeat gap ×5

Technical accuracy

1 inaccurate, 1 unverified of 5 claims.

Holding

Tone & delivery

Warm, but hedging language on pricing.

Improved +6

Discovery & persona bridge

Direct — reflected the buyer's own words back.

Improved +14

Topic-by-topic breakdown

Every mapped topic with timings, framing, tech/story split and questions asked.

#	Topic	Time	Duration	%	Mini-overview	Instant clarity	Tech / Story	Bridge	Questions
1	Discovery — exception handling today	00:00–03:00	3m 00s	20%	Yes	Yes	10% tech / 90% story	Yes	3 open questions
2	Quantifying the cost of delay	03:00–04:10	1m 10s	8%	Yes	Yes	5% tech / 95% story	Yes	1 open question
3	Exception queue walkthrough	04:10–06:45	2m 35s	17%	Partial	No	85% tech / 15% story	No	0 questions
4	Ops dashboard & rollout concern	06:45–09:00	2m 15s	15%	No	Partial	70% tech / 30% story	No	0 questions
5	TMS integration	09:00–10:55	1m 55s	13%	Yes	Yes	60% tech / 40% story	Yes	1 confirming question
6	Pricing & next steps	10:55–15:00	4m 05s	27%	Partial	No	40% tech / 60% story	No	1 question at close

Topic 3 · 04:10–06:45 — Tirade risk and feature-dumping: six capabilities listed before any pause. Insert a check-in at 05:10 and close with "so your team hears about an exception in minutes, not a day".
Topic 4 · 06:45–09:00 — Buyer raised team capacity and the demo continued into the dashboard. Answer the objection first, then show the screen framed as effort reduction.
Topic 6 · 10:55–15:00 — Tier features were listed without connecting to the $90k credits case. Bridge with: "the growth tier alone covers the credit exposure you described".