1/ Most presales teams demo too early. Here is what that actually costs you and how to fix it.
2/ 30-40% of demos miss the mark when SCs skip proper discovery. That is not a demo problem. It is a sequencing problem.
3/ Rule of thumb: Enterprise deals = split discovery and demo. Sub-25k ACV, one or two stakeholders = disco-demo is fine.
4/ A demo built on validated discovery delivers 56% more perceived value than a generic walkthrough. The prospect sees their world, not a product tour.
5/ Track three metrics: discovery depth (% of must-haves locked pre-demo), stakeholder clarity, and win rate lift on discovery-shaped deals.
6/ The classic mistake: rushing to show the product because the AE pushed for it. Every week of bad discovery adds months to the sales cycle.
7/ SCs are diagnostic engines, not demo factories. The moment you treat them that way, pipeline velocity changes.
8/ What is your rule for when to split discovery from demo? Drop it below.
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