The following is a summary of deal review questions shared by readers in response to this LI post.
- Metrics
- What is the measurable business outcome that will ensure expansion and renewal? [Will Edward]
- How much will spend on our solution be as % of their annual revenue? [Amahl Williams]
- How is implementing the solution or partnership going to impact their business? [Alex Allyn]
- Economic Buyer
- Do you have the economic buyer’s trust? [Tyler Karlen]
- What qualifies this person as the economic buyer? [Rob Gilbert]
- Decision Process / Decision Criteria
- Why this deal structure? [Lucy Williams]
- Who in the org are pushing alternative options and why? [Jeremy Bloom]
- If we know who can say “yes”… do we know who can say “no”? [Sean Southworth]
- What parts of the Decision Criteria have you influenced towards our strengths? [Andy Whyte]
- Do you have a next scheduled meeting accepted on the calendar? [Shawn Cook]
- Does the prospect have a compelling event that is tied to our solutions? [Shawn Cook]
- Will they schedule the service kick off with us before the contract is signed? [Carl Monaco]
- What are your 3 red flags on this deal? [Ciaran Hopper]
- Why WOULDN’T they want to move forward right now? [Gerry Praysman]
- What could go wrong and what’s your mitigation plan? [Chris Cameron]
- What is the buying process and who is involved in the decision? [Allen Mueller]
- Who else should we talk too? [Mario Krivokapic]
- How many stakeholders are involved? How many times did you multi-thread? [Justin Michael]
- What is the critical event? [Tolu Fasusi]
- What is the/your next step? [Mark Bangs; Nick Carlino]
- What stakeholders (and roles) have you been working with? What is the personal and professional impact for each of them? [Alex Allyn]
- What key criteria are they using to compare options and alternatives? [Alex Allyn]
- Do you know if they are buying this quarter? [Christian Coley]
- Identify Pain
- Can they articulate how they will be using the service on day one? [Carl Monaco]
- What problem did the customer agree s/he has? [Antoine Fort]
- What happens to the business if they don’t buy from us right now? [Tyler Smith; Nate Nasralls]
- What stops them from doing nothing? [Alex Allyn]
- Why change? Why now? [Paige Montecalvo; Mitchell Omer]
- What’s your big concern? [Kevin Cohn]
- Tell me every pain point and aspiration each member of the buying committee has; and do they believe (yet) that they can solve it with our solution? [Mike Hook]
- What is your unique selling point? [Prabodh Deolekar]
- Champion
- Can you text your champion? [Prem Patel]
- Why is this person a champion? [Paul Rogers]
- In your experience, what does [economic buyer name] typically need to see in an investment case? [Mark Zydonik]
- Competition
- Why us? [Paige Montecalvo; Mitchell Omer]
- Has the prospect told us that they are not considering other options? [Shawn Cook]
- Do you know you’re winning this deal? [Brendan Kain]
- What are your prospects’ alternative options? [Coty Graf]
- What possible scenarios can you see playing out in this deal? [Kara Kayrouz]
- Other
- What has changed? [Clari post]
- Amount; Close Date; Forecast Category and/or Stage
- Is the opportunity healthy?
- How does ‘days in stage’ compare to the average for closed won deals?
- If you only got paid in commission, why would this deal still be worth your time? [Mike Hamberg]
- If you compare this deal to these others in the same deal stage, are you more or less confident in it? Why? [Nate Nasralla]
- What has changed? [Clari post]