In an SOP demo, have all active Checklist hidden. Focus on their primary need of having a central repository for their SOPs. Layer on Checklists later in the demo as an upsell after demonstrating the value/ease of using PS for SOPs. There is no need to talk about CL now, focus on the needs they told you in the Quali call first and sell them of CLs later.
****Inspiring interest in Checklists is a big win as the Prospect will gain more value for Process Street and it may lead to them paying for additional members****