What discovery questions best reveal stakeholder KPIs, pain, and decision criteria?

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3 Answers

Stakeholder Management

Michael Cirrito

LinkedIn Director of Sales, Enterprise & Mid Market | North American Staffing Industry • 6mo

Effective discovery is the foundation of great sales. Yet, conducting strong sales discovery (Disco) is one of those things that sounds simple but is consistently hard. The quality of Disco depends not only on the questions a seller asks but also on how they respond to the answers they hear. Starting with the questions—this part is straightforward. I’ll share two time-tested discovery frameworks that have served me well. First, the Sandler Pain Funnell which is eight simple questions. But when ...Read More

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Katie Harkins

Glide VP of Sales • 7mo

ABCD. Always be conducting discovery. Qualifying isn't a checklist. You have to genuienly be curious. Inspire your buyers to think or teach them something new. What the prospect measured on that you can help drive in the right direction? What is being presented in the company all hands and what are those initiatives this year? What is getting in the way in terms of friction or pain. Who else feels the pain when that happens? What are we solving for and more importantly how are these decisions ma ...Read More

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Nick Feeney

Loom VP, Revenue • 7mo

Start with the stakeholder’s context. Do your homework so your questions anchor to their use case, not a generic script. Then mix a few universal questions with persona-specific probes. Universal questions (works for any stakeholder): Top KPIs: “What are your top three KPIs this quarter, and why?” Prioritization: “How would you rank them, and what’s the tie-breaker when priorities collide?” Competing initiatives: “What could pull resources away? Who decides in that scenario?” Current state & ...Read More

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