discovery-and-demo-structure

name	discovery-and-demo-structure
description	Build discovery flows and demo structure for a specific sales motion. Use when asked to create or improve discovery guides, question ladders, or demo sequencing for a role or segment. Route discovery scoring to discovery-rubric-auditor and single-call coaching to call-review-coach.

Discovery And Demo Structure

Build discovery and demo structure that helps reps learn the right things, show the right proof, and close on a clear next step.

Confirm Inputs First

• If a current revenue-enablement-context exists, use it first for persona language, stage goals, and approved proof expectations.
• Confirm target audience: role, segment, and deal complexity.
• Confirm use case and product scope for the conversation.
• Confirm stage objective: qualification, evaluation, alignment, or commercial progression.
• Confirm known buyer risks: competition, timing, budget, technical constraints.
• Confirm current failure pattern if available: weak discovery depth, feature dumping, or poor next-step conversion.

Ask for only missing essentials. If details remain unknown, proceed with labeled assumptions.

Read The Right Reference

• Read references/discovery-demo-framework.md before building the structure.

Default Workflow

1. Define the call goal and the decision the buyer should be ready to make next.
2. Build a question ladder that moves from context to pain, then to impact, then to commitment.
3. Map the main buyer roles, what each one cares about, and what proof they need to see.
4. Design the demo around buyer outcomes, not feature order.
5. Add transitions that connect what the buyer said in discovery to what the rep shows in the demo.
6. Pick the right version for the situation: executive discovery, technical demo, or multi-stakeholder meeting.
7. Close with a concrete next step, owner, and date.

Tool Notes

• Keep workflow tool-agnostic by default.
• If CRM fields or CI tags are available, align structure to those fields only when useful.

Output Contract

• Discovery Guide: objective, question ladder, and red-flag checks.
• Stakeholder Map: likely concerns and validation prompts by role.
• Demo Flow: sequence, proof points, and risk-handling moments.
• Transition Prompts: how to move from discovery to demo naturally.
• Next-Step Script: commitment language and meeting close structure.
• Variant Notes: adjustments for executive, technical, or multi-stakeholder contexts.

What To Avoid

• Using one discovery path for every stakeholder profile.
• Running feature-order demos disconnected from agreed buyer outcomes.
• Ending without clear owner/date commitments for the next decision step.

Quality Bar

• Tie every step to a buyer outcome or decision point.
• Keep the question path natural, not like a checklist.
• Make the demo proof match the buyer concern being addressed.
• Include a path for pushback, uncertainty, or a technical concern.
• End with a next step that has an owner and a date.