Northwind Logistics · Sep 3, 2026 · 15:00 · English (98% confidence)
Buyer voice on record with live questions and a real-time objection at 06:45 — Interactive criteria applied.
Demo score
+13 vs your average
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.
interactive
Interactive criteria applied throughout
62% / 38%
Target max 66% speaking — within target
3 of 6 topics
50% of topics bridged
1
Monologues > 3 min without a directed question
| 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 |
| # | 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 |
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?"
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."
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?"
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."
"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."