Approach

1. Ask high level job-to-be-done
2. On “signal”: Drill deeper and try to get information Demand, Viability and Feasabiity

Questions

0. General

• Can you walk me through your day?
• What keeps you from [growing faster] through [new business, retention]? → Precision

1. Data Quality & Entry (clean CRM data)

Leading question: "How do you ensure data is entered correctly after every sales call and kept clean in your CRM?"

Drill-down Questions:

• "How often does it happen that the data is incorrect? How much time do you spend fixing it?"
  • (Viability → Recurrence)
  • (Viability → Time saving)
• "How much does this affect you and your operations?"
  • (Viability → Impact)
• "What are you currently doing to mitigate it or prevent it all together?"
  • (Demand → Awareness)
  • (Feasability → Can we automate this?)

2. Prioritizing Leads & Planning Campaigns

Leading question: "How do you prioritize which leads to follow up with and plan your sales campaigns?"