Qualification Questions -Gong

Question 1

Authority Questions
1. Who’s responsible for [Operational area] at your organization?
2. Who would ultimately sign off on this?
3. What number are they responsible for?

Question 2

Metrics Questions
4. What is your goal for [Operational area] this [Year/Quarter/Month]?
5. What KPIs are you responsible for in your organization?
6. What does success look like for this project? What metrics would
you measure? What impact are you expecting to see?

Question 3

Team Questions
7. How big is your team?
8. How many employees are you looking to provision with
[Product/Service]?
9. Which group should we focus on to deploy [Product/Service]?

Question 4

Need Questions
13. How do you think a solution like ours would help you and your team?
14. Would diverting [Time/Resources] from [Operational area] to
[Opportunity] help your team reach its goals?
15. Does [Solution/product] completely address[Business challenge]?
16. How does solving [Problem] bring you closer to [Strategic objective]?

Question 5

Timing questions
17. When are you looking to bring on a partner for [Product/Service]?
18. What happens if we don’t address this [Pain/challenge] now?
19. What prompted you to evaluate a solution like [Product/Service]?
20. How are you currently tracking against [Business goal]?
Process questions
21. What was the process last time your organization purchased
[Similar product/service]?
22. Once you agree on a partner, what are the next steps to get the
purchase approved?
23. Who on your team spends the most amount of time working on

Question 6

[Operational area]?
24. Who would feel left out if they didn’t attend the demo? Who else
will these changes affect?
Criteria questions
25. What is the most important factor in your decision?
26. If you’re asked to justify your decision to choose a partner in
[Business area], what will the most important reason be?
27. Last time you purchased [Incumbent/Similar product or service],
what convinced you to choose them? Is [Their answer] still the
most important criteria for you?

Question 7

Pain Questions
28. How do you currently manage [Business problem] on your team?
29. How much do you currently spend on [Operational area]? What
results are you seeing?
30. How effective is your current solution, on a scale of 1-5?
31. Does your current solution produce any bottlenecks? Who
is impacted?
32. Can you help me understand the biggest challenges you and your
team face with [Operational area]?
33. How is [Challenge] presenting itself as a problem to
the business?
34. Why is solving [Pain] important to your organization?

Question 8

Budget questions
35. Where will budget come from for [Product/Service]?
36. Will [Product/Service] replace an existing budget item?
37. What is your budget for [Operational area]?

Question 9

Next Step Questions
38. Does it make sense to explore how we can [Positive outcome]?
39. Interested in unpacking how we can help with [Pain]?
40. Are you open to learning more about solutions involving
[Product category]?
41. Would achieving [Outcome] help your team deliver on its [Initiative]?
42. Have you tried [Type of solution] before?
43. Are you game to explore how [Company name] can help with this?

Question 10

Technical and Process Questions
10. Does your team currently use [Complimentary product]?
11. What is your existing process for [Operational area]?
12. Can you walk me through [Operational area] process from
[first step] to [business outcome]?

Question 11

Bonus: Ask Questions That Trigger Long Responses
According to Gong Labs, there’s a strong link between
buyers’ response lengths and closed deals. Consider the
following question starters to draw out a longer, richer,
more in-depth response from your buyer:
* Can you help me understand …
* Can you walk me through …
* Can you tell me about …