28 SCENARIOS · LAST 90 DAYS
Are your scenarios pulling their weight?
Pass rate, drop-off, and which objections cause failures. Tune scenarios that are too easy or impossibly hard.
Scenarios
SORT BY: PASS RATE ↑Scenario
Avg
Pass
Drop-off
Reps
Enterprise discovery — CFO
62
48%
22%
34
Cold outbound — security buyer
58
42%
28%
29
Mid-market demo close
74
71%
8%
88
Renewal negotiation — churn risk
64
55%
18%
22
Competitor displacement — Outreach
56
38%
31%
18
SMB inbound — first call
84
88%
4%
124
Multi-threading champion call
72
66%
12%
51
Procurement red-tape
60
51%
19%
24
SELECTED · DISCOVERY
Enterprise discovery — CFO
PERSONA · SKEPTICAL CFO · HARD
AVG
62
PASS
48%
DROP-OFF
22%
Reps fail most often on Pricing. Consider easing the persona's price-pressure cues or adding a coaching cue.
FAILURE FUNNEL
Started100%
Reached objection88%
Held value anchor54%
Reached close42%
Passed (80+)24%
HARDEST PERSONAS
Skeptical CFO48% pass
CISO outbound42% pass
Frustrated CS lead55% pass
Procurement51% pass