Metrics: “ in the short and long term?” As they answer, consider how you can guide them to see the long-term value of partnering with your company. Share case studies and create projections based on their financial data to illustrate how and when they’ll see a return on investment (ROI).
Economic buyer: “Who is responsible for your budget and your profits and loss management?” Ask them whether this person should be involved in a buying committee and when you should bring them to the table.
Decision criteria: “How do you qualify your vendors? What do you need to know about us before purchasing?” This allows you to collect the information that matters most to your lead, ensuring they have what they need to make an informed decision quickly.
Decision process: “What are the steps you use both to measure afghanistan phone number list and compare vendors, and approve a purchase?” Their answer should guide which information you pull and how you position your company. You’ll also be able to better organize your sales materials and decide how to allocate internal sales resources, such as proposal teams. Depending on the number of steps and their timeline, the answer to this question may even guide your team’s sales projections.
Identify pain points: “What are your challenges? What do you need and what are your nice-to-haves?” This is another question that helps you better understand the prospect. Their answer will help you prioritize which information to share and when, guiding how you position your solutions.
Champion: “Is there someone internally who will work with us on our sales pitch and vouch for us during the consideration phase?” It never hurts to ask! If you have an ally who likes your solution already and wants to work with you, identify them early and collaborate on your approach.
Competition: “Which companies are we competing with for this deal?” This is great intel to have when you can get it. Once you know your competition, you can look into what they offer and their messaging to determine your best chance at winning the deal over them.