Sales Resources
Books
Articles
Podcasts
Videos
Discovery Questions
Decision Making
what was the last DevOps product you bought?
walk me through the process.
who had to sign? why?
how long did it take?
day in life
Can you walk me through your calendar this week?
KPI and motivators
What do people expect from you?
What do you do?
How do you know you are doing a good job?
What were the best moments at your job last quarter?
Functional/emotional needs
What's top of mind?
What's your biggest priority right now?
What will it take to make that happen?
What's in your way?
Can you recall a really low moment at work?
Jobs to be done
Why did you start looking for a solution?
Alternatives
How would you accomplish that without the solution?
Blockers
Was this the first time you looked into a solution to this problem?
If not, what got in the way of implementing it before?
Differentiators
Why did you choose this solution?
Discovery/channels
What tools do you use today?
How did you discover them?