Which types of questions do you think should always be asked during discovery calls to ensure sales growth?

Customer Engagement

Uncovering pain points85%

Learning about current solution and its limitations62%

Understanding solution integration and/or compatibility15%

What budget they can spend15%

Who the decision maker or buying group is38%

What the goals/timeline are31%

Better understanding end users23%

Other15%

13 PARTICIPANTS

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Director of Salesa year ago

How is this done currently, how has it been done in the past, what are the specific limitations and goals you're looking to achieve by considering a change? Some conversationally appropriate version of these questions are paramount to understanding if the solution I represent is suitable.

Founder in IT Servicesa year ago

How will they measure success? (Specific company KPI's that are most important)

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For Sales and Marketing, do you use Lead Scoring to highlight best leads for Sales to call? If so, what scenario best matches your approach?

We use a Marketing Automation(MA) system (Pardot, Marketo, Hubspot, etc) and score based on form fills only19%

We use MA to custom score "buying signal" page visits and video views36%

We use MA to track just opens and clicks of emails

We have a CRM custom scoring system that considers ICP (ideal customer) and CRM activity11%

We use Salesforce Einstein2%

We use lead scoring in Marketing but Sales ignores it16%

We have an Account Based approach and just call a finite list of targets no matter what their engagement is

We are considering lead scoring but not sure how to approach8%

We are not interested in lead scoring5%

What is lead scoring?

View Results

Can you share a key lesson learned or wisdom that significantly improved your team’s year-end sales performance?

Is the SDR/BDR role at your company more focused on generating revenue, or booking meetings?

Generating revenue15%

Booking meetings51%

Equal focus33%