Interview
Questions
Solutions Consulting: Discovery, Demos and Evaluations
Practice discovery before a demo, tailoring a demo to different audiences, running a trial with agreed success criteria, and supporting a security review.
Practice these questions directly. An editable copy is yours to change; the original stays unchanged.
What do you need to learn in discovery before you decide what to show a prospect in a first demo?
Tell me about a demo you built around one customer's specific workflow. How did you decide what to leave out?
Tell me about a time you saw the same gap come up across several customer evaluations. How did you make the case to the product team?
Your next demo is for a buying group that includes the executive who approves the budget and the engineers who will use the product every day. How would you structure the demo so it works for both?
A prospect wants a free trial but says success just means their team likes it. How would you turn that into success criteria you both agree on before the trial starts?
Near the end of an evaluation, the customer's IT security team sends a long questionnaire, and several answers need input from your engineers. How would you run that review so the deal keeps moving?