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Discovery-to-Demo Full Cycle Roleplay

Sales & GTM

What it tests

Whether a candidate can run a coherent full sales cycle in one session — qualifying, uncovering pain, and demoing to what they discovered

Format

  1. 1Candidate receives a customer persona brief: company size, industry, role, and vague pain statement — 30 minutes to review
  2. 2Round 1 (20 min): candidate runs a discovery call with the hiring manager playing the prospect; interviewers probe with realistic deflections and skepticism
  3. 35-minute break; candidate adapts their demo plan based on what they learned
  4. 4Round 2 (25 min): candidate runs a targeted product demo tied to the discovery findings; Head of Sales joins as a second evaluator

What to look for

  • Does the demo actually reflect what was uncovered in discovery — or is it a generic product walkthrough?
  • Can they connect specific prospect pain to specific product capabilities without feature-dumping?
  • In the transition from discovery to demo, do they confirm their understanding before diving in?
  • Red flag: skipping the demo plan adjustment and launching straight into a pre-scripted pitch

Adaptation guide

For shorter interviews, collapse into a single 30-minute session where discovery and demo happen in one continuous call. For enterprise AEs, add a multi-stakeholder element — a second 'skeptical IT buyer' joins mid-demo.

Full description

Format:

  1. Candidate receives a customer persona brief: company size, industry, role, and vague pain statement — 30 minutes to review
  2. Round 1 (20 min): candidate runs a discovery call with the hiring manager playing the prospect; interviewers probe with realistic deflections and skepticism
  3. 5-minute break; candidate adapts their demo plan based on what they learned
  4. Round 2 (25 min): candidate runs a targeted product demo tied to the discovery findings; Head of Sales joins as a second evaluator

Time: 60 minutes

What to look for:

  • Does the demo actually reflect what was uncovered in discovery — or is it a generic product walkthrough?
  • Can they connect specific prospect pain to specific product capabilities without feature-dumping?
  • In the transition from discovery to demo, do they confirm their understanding before diving in?
  • Red flag: skipping the demo plan adjustment and launching straight into a pre-scripted pitch

Adaptation: For shorter interviews, collapse into a single 30-minute session where discovery and demo happen in one continuous call. For enterprise AEs, add a multi-stakeholder element — a second "skeptical IT buyer" joins mid-demo.