They said they are heavy on discovery on the demo interview. What are some of your favorite discovery questions?
Interview with a SaaS demo
7
paddy
WR Officer
5
Director of Business Development
Keep it as simple as possible. This might sound obvious but starting out with "what do you want us to help you with?" can get them talking.
CoorsKing
WR Officer
5
Retired King of the Coors Knights
Just get:
- initial use case
- why that impacts the business (revenue, security, etc)
- potential future use cases you can expand to
- timeline (what happens is they do nothing… why now?)
- who the EB is
- is it budgeted
- who else are they evaluating
- what the rest of the eval process looks like
That should get you through the discovery part of the interview
- initial use case
- why that impacts the business (revenue, security, etc)
- potential future use cases you can expand to
- timeline (what happens is they do nothing… why now?)
- who the EB is
- is it budgeted
- who else are they evaluating
- what the rest of the eval process looks like
That should get you through the discovery part of the interview
Cheerleader
Good Citizen
2
Director of Sales
This is a great list. I'd also ask questions like:
What's driving the conversation today? Where is the initiative coming from? (Board, CEO, Neither?)
What is their vision for the (business, department, solution)?
How fast or slow should we coordinate next steps?
Also, when in doubt... layer!
Tell me more about that....
What do you mean by X?
How does that affect (you/company/CEO)?
Can you give me an example?
What's driving the conversation today? Where is the initiative coming from? (Board, CEO, Neither?)
What is their vision for the (business, department, solution)?
How fast or slow should we coordinate next steps?
Also, when in doubt... layer!
Tell me more about that....
What do you mean by X?
How does that affect (you/company/CEO)?
Can you give me an example?
paddy
WR Officer
3
Director of Business Development
Ugh...fucking Sandler.
Cipher
Opinionated
1
Enterprise Account Executive
We need to be able to save and follow stuff on Bravado. Great checklist here.
SlinginSoftware
Politicker
1
Account Executive
To find out what other stake holders are involved, I love asking - “In many cases, we see multiple decision makers are usually involved in these types of projects. Who else from your company would benefit from being in our next meeting?”
CuriousFox
WR Officer
1
🦊
How'd it go?
MannyV
Member
0
Account Executive
Thanks guys! Y’all are the best. I saved some of the comments to my notes.
artofsales
Good Citizen
0
Sr. Director of Enterprise Sales
The sales process for our product is also very heavy on discovery in the demo stage.
The usual strategy that works for my team is as follows:
1. List the top clients using your product
2. Layout the usecases popularly used by them and describe the problem they solve
Then ask,
I'd love to understand the top challenges being faced in your business.
Let me tailor the demo based on this
What's the X metric for your process currently?
Could you talk a little bit about what your top priorities are for this quarter?
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9 comments