Hi Savages,
Noob wanting to know before I start in January how y'all conduct customer interviews, Seems like the best way to get current info on ICP/prospects thinking.
Ferrisbeboolin
Customer Interviews
8
1. What other solutions did you consider before selecting ours?
2. Why did you choose ours over others?
3. How was the decision made/who was involved in making the decision?
4. Now that you've been using it, what do you like best or find most valuable?
5. What would make it better?
6. How has it improved your business? Have you been able to quantify the ROI?
7. If I have a prospect who wants to talk to an existing customer, would you be willing to serve as a reference?
2. Why did you choose ours over others?
3. How was the decision made/who was involved in making the decision?
4. Now that you've been using it, what do you like best or find most valuable?
5. What would make it better?
6. How has it improved your business? Have you been able to quantify the ROI?
7. If I have a prospect who wants to talk to an existing customer, would you be willing to serve as a reference?
Really good list right here.
I am making a note of this list - for myself. Thanks BKing.
are you asking about a Discovery call?
If you are asking about discovery calls, there are some posts about those already that have some good content. Also a pinned post about discovery + demo in the same call just went up this week that could be interesting as well
If you're not asking about discovery calls, then some additional context will be helpful.
If you're not asking about discovery calls, then some additional context will be helpful.
Not sure what your question means - is it determining your ICP or talk to existing clients to know who your potential ICP would be?
insane clown posse. THAT'S IT!!
Can you give us more details please? This question isn't clear.
So let's say you sell to CMOs. I saw on a 30MPC episode them talking about customer interviews, where you ask past CMOs that have bought from your company what made them buy and what their position is concerned about in order to provide relevance to other CMOs your prospecting too. Is that more clear? I just wanted to know what questions y'all would ask them? I guess you can kind of think of it like a discovery call but for someone that's already bought.
I think asking current customers is a good idea. But not asking ppl that USE to be customers.
As a company, we do this with our customers, and build internal customer stories based on those interviews. Those are usually run by the marketing team with introductions from the rep or Account Manager. This does help us better target what's relevant, but also gives us customer insights we can share with prospects.
I personally as a sales rep do not call CMOs of companies that have bought from us. That's a non-starter because it doesn't scale (think about every rep in your company calling CMOs and how they're going to respond to the 2nd or 3rd call and what that is going to do for your company's relationship with customers). It's something that your marketing team should be organizing and probably are organizing. You're starting a new role in January? Ask your manager how this information is collected.
I personally as a sales rep do not call CMOs of companies that have bought from us. That's a non-starter because it doesn't scale (think about every rep in your company calling CMOs and how they're going to respond to the 2nd or 3rd call and what that is going to do for your company's relationship with customers). It's something that your marketing team should be organizing and probably are organizing. You're starting a new role in January? Ask your manager how this information is collected.
100% agree with this.
Do you have any current clients? I would start there saying you are the new X Title and would like to do an assessment on how x product is doing.
Then you ask how its going and why they selected?
Highly recommend talking the rep and learn about how it went from their side
Then you ask how its going and why they selected?
Highly recommend talking the rep and learn about how it went from their side
Sorry I mean like asking a past customer who fits you’re current ICP what the reason was for them buying from y’all and what does their position care about
Yeah I meant current sorry
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