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 |