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Sales Qualification Questions

An effective questioning strategy is critical to engaging customers in dialogue that will help you truly understand their needs, build credibility and trust, and qualify the opportunity. Furthermore, effective discovery and needs analysis will be instrumental to your developing a tailored, compelling, customer-centric solution that will increase your chances to win the business and advance the buying decision.

Target buyer personas include CIO, CTO, VP of Application Development, Product Owner, and App Developer/DevOps Engineer.

CUSTOMER STRATEGY

Goal

Objectives

Initiatives

CUSTOMER NEEDS

Desired Outcomes

Current Situation

Level of Satisfaction

Personal Needs

CUSTOMER DECISION

Decision Process

Decision Criteria

Budget and Timeline

Competitors

ADDITIONAL QUESTIONS IF…

Prospect Signed Up For a Free Trial (goal: ensure a successful trial)

Competing/Selling Against GitHub

Competing/Selling against Jenkins

Customer is Using Jira

Post Sale Account Development (goal: understand why they bought and use nuggets to further expand the sale and help with other sales)