The Questions I Ask a CEO...
When I sit down with a prospect, I want to know answers to the following types of questions:
1 - What's your average conversion rate? How does that compare with last year?
2 - What's your disqualification process for bad fit prospects?
3 - How often do discovery meetings show interest but go nowhere?
4 - How do you ensure you don't pitch the solution before understanding the problem?
5 - Do you talk in features/benefits or problems/outcomes?
6 - How often do prospects go quiet after the meeting/sending a proposal?
7 - How many opportunities in your current pipeline are reliant on one stakeholder?
8 - How often, on average, do you discount to get deals over the line?
9 - Over the past year how often have forecasts turned into reality?
10 - How do you ensure you're leading prospects & not chasing them?
11 - Do you have a team of A-players or one or two star performers?
12 - What's your average sales cycle? How does that compare to last year?
There are many more, but the answers to these types of questions will tell me everything I need to know about whether I can help them or not...
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