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Build each prospect’s demo from their discovery notes, and test it before the call

Picked and checked by Olga Pearson, SalesUpLevel

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Run it before your 10am

1. 01Right after discovery, write down the prospect’s context: industry, the systems they use, the 3 workflows they care about, and their exact words for the problem.
2. 02Ask AI for a demo plan with the prompt below.
3. 03Load sample data that looks like theirs, using fake data only.
4. 04Run the pass/fail checklist the day before the demo.
5. 05Send the AE (or the buyer) three lines on what the demo will show.

I’m demoing [product] to a [prospect type] that uses [their systems]. In discovery they said the 3 workflows they care most about are: [list], and they described the problem as: [their words].

Build me a demo plan:
1) a one-sentence story for the demo
2) the screens to show, in order, tied to each workflow
3) the sample data to load (realistic but fake, no real customer or patient data)
4) the moment in each workflow where they should see their problem solved
5) a pass/fail checklist I can run the day before to make sure the demo works

Flag anything our product can’t do, so I don’t show it.

Watch out for

• Dan built a custom engineering setup (Claude Code, cloud environment, automated tests). Most reps can get the plan and the sample data from a regular AI chat.
• Never put real customer data in a demo, and in healthcare never use real patient information. Fake data only.
• Don’t let AI talk you into showing a feature that doesn’t exist yet.
• The $1.95M closed is for his whole setup over seven months, not just demos.

Source: Dan Mathieson, Dan Mathieson’s portfolio site, Work from Sep 2025 to Apr 2026 (page read Oct 18, 2026). Results are as reported by the source; we did not measure them.

Run these next

• 04 · DiscoveryScore every discovery call against MEDDIC, for yourself or your whole team
• 06 · Follow-upTurn the discovery recording into a same-day proposal in the buyer’s own words
• 03 · Call prepPut your call prep on a schedule so the brief is waiting before every meeting