Embedded Files
Also, The following questions can be used to help develop the opportunity and advance the buying decision. These questions are grouped based on sales stages.
Awareness Questions
What is your role and what do you do?
Ideal Roles: Director of Marketing, Manager of Marketing, Social Team, Public Relations. CXO/CMO
Tell me about what you are using now for your customer experience?
In terms of development, where are you at on the customer journey?
Is this something your group and company are looking to strive towards?
What has prevented this move so far?
What problems are you looking to solve?
If these problems are not solved, what happens? What are the implications of these problems?
Can you talk to me about the tools you are using in your Brand Management?
Reviews
Survey
Social
GSR
Business Listings
Reporting
Talk to me about the performance issues you are experiencing in any of these areas (stack above)?
Where is this interest/initiative coming from? (At the top or only this lead - is it company, unit, or personal interest. The higher the initiative, the more likely to close and quickly)
Authority Questions
Is there anyone else in your company you’d like or need to include in these discussions
Do you anticipate any pushback from your colleagues or superiors against this solution?
Who first decided to explore the idea of this solution within your company?
What are the best times/days to follow up with you for next steps throughout this process?
Need Questions
What are your biggest challenges this year?
What are your biggest priorities this year?
One of the most common issues we keep hearing about [blank]. Is this an issue for you?
Who are your biggest competitors?
What are your company’s competitive strengths and weaknesses?
How much emphasis do you place on service in a package like this?
Timeline
What’s prompting you to do something about this challenge/opportunity now?
How urgent is the issue?
What is your timeline for making a decision?
What is your timeline for seeing results?
How long have you been facing this problem/dealing with these pain points?
Business Impact Questions
What does quantitative success look like for your business?
What are your normal daily tasks so I can better understand how we could help you?
Which teams/departments would be affected/would benefit from this?
Competitor & Industry Questions
Have you tried a solution like ours in the past?
If/when you tried to address this issue in the past, what was the result?
What do you know about us, our product, and/or our service?
Are you exploring any other options or consulting with any other solution in our industry?
What is it about [competitor] that has you considering them?
Would we be replacing a current solution/supplier, or is this your first time working with a company in this industry?
Which company or provider are you currently working with for this?
Do you have a contract with one of our competitors?
Why did you initially choose to go with that company?
Why are you considering changing suppliers/partners at this time?
Why are you unsatisfied with the current solution/state?
Is there any chance you’ll decide to stay with your current solution, or are you definitely moving on?
Budget Questions
Do you currently have a budget allocated for this solution, or will you have to make the case for one?
Is [price range] within your budget?
How much have you spent on similar solutions in the past?
What is your annual revenue?
Would you be willing to meet us at our price if it means great service?
How large is your group? (Goal is to find out who will use Reputation.com and how large the opportunity could be)
Are other groups using brand tools?
If no, why not? and how are they currently managing?
If yes, who are they using?
Does each team/group purchase their own solutions or is their a department who does this?
If a centralized department, what is that groups name?
Google Sites
Report abuse