Here are a series of questions to consider (thanks,
Hubspot / Leslie Ye!):
1) If money and resources were no object, would you be willing to start with our product today?
2) What’s holding you back?
3) When would be a good time to buy?
4) What are your company’s other priorities right now?
5) How can I help you get the resources you need to sell this to the decision maker?
6) So is X goal no longer a priority for you?
7) What happens to those goals if you don’t act now?
8) When are you hoping to achieve X goals by?
9) If I call you back next quarter, what circumstances will have changed?
10) What’s going to be different next quarter?
11) How are you performing against your end-of-year goals [as they relate to your product]?
12) Here’s the timeline for ROI if we start in X months. Does that work for you?
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