It is critical to create strategic qualifying questions to ensure you are attracting and connecting with Sages who are well-matched with your product.
The most effective focus for your qualifying questions should consider the following elements.
Current Responsibilities & Initiatives
The purpose of this aspect is to understand what each Sage is working on and what’s being prioritized within their organization
Example Question:
“What are your current responsibilities and key initiatives related to [Add product category / use case / initiative]? Please expand on this.”
Current Approach, Workflow, and Tech Stack
Crafting questions around this element will help you understand each Sage’s environment & infrastructure, product stack, and current approach to your category.
Example Question:
“Please describe your current environment and how you are currently approaching [Add product category / use case / initiative]."
Current Pain Points and Challenges
It is important to consider what the Sage is struggling with, and if they have the pain point(s) that your product is focused on solving.
Suggested Qualifying Question:
“What is going well and what is not going well with [Add product category / use case / initiative] at your organization? What are you most focused on improving? Please expand on this.”
Role in the Adoption of New Technologies
It is vital to have a grasp on the role each Sage plays in evaluating and adopting new tools within their organization. Most Sagetap Vendors focus on engaging with budget holders, technical evaluators & influencers, and end-users to understand each audience holistically.
Example Question:
“What is your typical role in the adoption of new technologies within your organization? (ex: Technical Evaluator, Influencer, Budget Holder, etc.) Please expand on this.
Practices to Avoid with Qualifying Questions
Yes/No Questions
Make sure to leave questions open-ended to encourage as much context sharing as possible.
Probing for Confidential Information
Abstain from asking any qualifying questions that would expose a Sage’s identity, their employer, or their employer’s financials.
Probing for Current Buying Motions
Abstain from asking if a Sage is currently looking to purchase a specific product.
Sages use Sagetap because they can engage with cutting-edge technology Vendors without being sold to, and they are less likely to respond to questions regarding sales intent.
If you have any questions related to qualifying questions, please contact [email protected].