| Question | Evidence |
|---|---|
| What’s our core value proposition? | |
| Who does it appeal to the strongest? | |
| Where do these people hang out (online or otherwise)? | |
| Where do these people get information about new products and services? How do they evaluate trust? | |
| Question | Evidence |
|---|---|
| What types of engagement/outreach works best with our target audience? | |
| Who’re the best people within a target company to contact about our solution? | |
| What are their biggest fears? desires? needs? | |
| Question | Evidence |
|---|---|
| What types of customer (industry vertical, company size, stage, revenue, etc) are a good fit for our solution? | |
| What value can we provide for them? How much value? What type? (e.g. top- vs. bottom-line) | |
| How are they currently solving the problem? How much does that solution cost them? (money, time, opportunity cost, etc) | |
| Why are they interested in a solution? Why are they interested in our solution? | |
| Question | Evidence |
|---|---|
| Who needs to be included in our presentation(s)? | |
| Which aspects of our solution are the most interesting/appealing? | |
| How do we tell a compelling story about our solution and how it can help them? | |
| How is our solution better than their existing solution? | |
| Question | Evidence |
|---|---|
| What concerns/hesitations do they have about the proposal? | |
| What core value proposition are we providing and how does it impact their core business? | |
| How much money are they saving/gaining by adopting our solution? | |
| What does longevity look like in our partnership? | |
| Question | Evidence |
|---|---|
| Who is the ultimate decision-maker? Who needs to sign off on this decision? | |
| How do we get them excited about this agreement? | |
| What terms/structure is going to be the most appealing to them? | |
| What are the absolute deal-breakers from a contract standpoint? | |
| Question | Evidence |
|---|---|
| What is the process to transition them to Customer Success? | |
| How do we get this customer up to speed with our solution as quickly/easily as possible? | |
| What’s the timeline for time-to-value? growth/expansion? | |
| How can we help turn a closed deal into a happy, loyal customer? | |