Qualification
Are they evaluating any competitors?
What signals indicate they are actively looking for a solution?
Have they mentioned their budget or procurement process in any conversations?
Deal Progression
What are the key risks or blockers for this deal?
How does this deal compare to others in terms of engagement and progression?
Which deals in my pipeline need immediate attention based on risk signals?
Competitor Intelligence
Has the prospect mentioned any competitors? If yes, what did they say?
How has our product been positioned against competitors in this deal?
What were the objections raised regarding our solution vs competitors?
Deal Execution and Strategy
Based on past conversations, what pricing and packaging would be best for them?
What are the key buying criteria that the prospect has mentioned?
What should I do to close this deal?
Win/Loss Analysis
What are the top reasons we have won similar deals?
What objections have been most common across lost deals?
What signals indicate the prospect is highly likely to close?
Account Expansion
Has the prospect mentioned interest in expanding their usage in the future?
Based on similar accounts, what’s the best expansion strategy?
Have they discussed additional use cases that we haven’t addressed yet?
Customer Handoff
What were the key success criteria that the prospect mentioned?
What expectations were set regarding onboarding and training?
Who are the key contacts for implementation?
Meeting Preparation
Who are the decision-makers, and what are their main concerns or priorities?
How do we win this deal?
Have they mentioned any competitors or objections I need to address?
Performance & Coaching
How did I handle objections in my last call? Any areas to improve?
What selling techniques have worked best in my closed-won deals?
How does my performance compare to other AEs on the team?
Engagement & Follow-Ups
When was the last time we engaged with this prospect, and what was discussed?
What’s the best time to reach out to this client based on past engagement?
Have they responded to our emails or shown any buying signals recently?
