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Predictive Model for Demo Success

A practical way to assess demo risk - before you ever share your screen

Most demos don’t fail because of the product.

They fail because key conditions for success were never in place.

The Tech Sales Mastery Predictive Model for Demo Success gives Sales Engineers a simple, repeatable way to assess readiness before a demo happens. Built on the Six Habits framework, the model helps you identify risk early, make better decisions about whether to proceed, and adjust your approach when needed.

Using a set of practical checklists across Partner, Probe, Prepare, Practice, Perform, and Perfect, you score each habit and arrive at an overall demo readiness score. That score indicates the probability of success, and whether you should confidently move forward, proceed with caution, or pause and refocus on discovery instead.

This tool is especially useful for:

• High-stakes or executive-level demos
• Early-stage opportunities where discovery may be incomplete
• Coaching conversations between SEs and managers
• Building better judgment around when to demo—not just how

If you’ve ever had a demo feel “off” before it started, this model helps you put structure and clarity around that instinct—and act on it with confidence.

Download the Predictive Model for Demo Success and evaluate your next demo before it evaluates you.