Sales Qualification Questions

Number	Question	Tags
1	Who’s responsible for [Operational area] at your organization?	Authority Questions
2	Who would ultimately sign off on this?	Authority Questions
3	What number are they responsible for? Metrics Questions	Authority Questions
4	What is your goal for [Operational area] this [Year/Quarter/Month]?	Authority Questions
5	What KPIs are you responsible for in your organization?	Authority Questions
6	What does success look like for this project? What metrics would you measure? What impact are you expecting to see?	Authority Questions
7	How big is your team?	Team Questions
8	How many employees are you looking to provision with [Product/Service]?	Team Questions
9	Which group should we focus on to deploy [Product/Service]? Technical and Process Questions	Team Questions
10	Does your team currently use [Complimentary product]?	Team Questions
11	What is your existing process for [Operational area]?	Team Questions
12	Can you walk me through [Operational area] process from [first step] to [business outcome]?	Team Questions
13	How do you think a solution like ours would help you and your team?	Need Questions
14	Would diverting [Time/Resources] from [Operational area] to [Opportunity] help your team reach its goals?	Need Questions
15	Does [Solution/product] completely address [Business challenge]?	Need Questions
16	How does solving [Problem] bring you closer to [Strategic objective]?	Need Questions
17	When are you looking to bring on a partner for [Product/Service]?	Timing Questions
18	What happens if we don’t address this [Pain/challenge] now?	Timing Questions
19	What prompted you to evaluate a solution like [Product/Service]?	Timing Questions
20	How are you currently tracking against [Business goal]?	Timing Questions
21	What was the process last time your organization purchased [Similar product/service]?	Process Questions
22	Once you agree on a partner, what are the next steps to get the purchase approved?	Process Questions
23	Who on your team spends the most amount of time working on [Operational area]	Process Questions
24	Who would feel left out if they didn’t attend the demo? Who else will these changes affect?	Process Questions
25	What is the most important factor in your decision?	Criteria Questions
26	If you’re asked to justify your decision to choose a partner in [Business area], what will the most important reason be?	Criteria Questions
27	Last time you purchased [Incumbent/Similar product or service], what convinced you to choose them? Is [Their answer] still the most important criteria for you?	Criteria Questions
28	How do you currently manage [Business problem] on your team?	Pain Questions
29	How much do you currently spend on [Operational area]? What results are you seeing?	Pain Questions
30	How effective is your current solution, on a scale of 1-5?	Pain Questions
31	Does your current solution produce any bottlenecks? Who is impacted?	Pain Questions
32	Can you help me understand the biggest challenges you and your team face with [Operational area]?	Pain Questions
33	How is [Challenge] presenting itself as a problem to the business?	Pain Questions
34	Why is solving [Pain] important to your organization?	Pain Questions
35	Where will budget come from for [Product/Service]?	Budget Questions
36	Will [Product/Service] replace an existing budget item?	Budget Questions
37	What is your budget for [Operational area]? Next Step Questions	Budget Questions
38	Does it make sense to explore how we can [Positive outcome]?	Budget Questions
39	Interested in unpacking how we can help with [Pain]?	Budget Questions
40	Are you open to learning more about solutions involving [Product category]?	Budget Questions
41	Would achieving [Outcome] help your team deliver on its [Initiative]?	Budget Questions
42	Have you tried [Type of solution] before?	Budget Questions
43	Are you game to explore how [Company name] can help with this?	Budget Questions