Discovery Questions

Example Discovery Questions For Larger Accounts:
1. Why are we talking to you today?
2. Can you tell me about your business? How are the relevant teams and/or divisions are organized?
3. Who is the decision maker? Who else is involved?
4. What is your current system/situation?
5. Pains: what do you need to do to improve your business?
6. What is a “Day in the Life” of someone affected by the project?
7. Evaluation criteria?
8. Competition: what other options are you looking at?
9. Timeframes: what are your goals to a) make a decision and b) complete the project?
10. What is your budget? Does it also have an approval process? Where does it come from? Division? Corporate?
11. Do other teams/divisions face similar challenges? Who else should I speak with?
12. What do you know about our company?
13. What is our best next step?

Example Qualification Questions For Small/Medium Sized Companies:
1. Territory-defining information (division or corporate HQ, size of company, etc.)
2. Size of potential opportunity?
3. Timeframes for both a decision and launch date?
4. Current situation? (What is in place today?)
5. Pain / business needs?
6. Decision maker(s)?
7. Competition / options?
8. Evaluation criteria/process…what steps will lead to a decision?
9. Next step?