Questions to Ask Your Customers
Based on data focusing on what customers care about.
Strongest Overall Questions
- How important is customer service to your organization? How do you measure it?
- How do you actually make money?
Customer Service Questions
Feature Specific
Communication
Workforce Management
Sales Stages
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Sales Qualified Lead (SQL)
Stage 1
When should an opportunity be in this stage?
When you have enough information to create an opp but not enough information to understand what the interest and needs of the customer are.
What is the objective of this stage?
The objective of this stage is to hold an Interest & Need meeting with the partner and end user. Some opps will skip this an Interest & Need discussion will occur at the beginning of a demo. The opp will skip the Interest & Need stage and go to Demonstration after the demo.
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Interest and Needs
Stage 2
When should an opp be in this stage?
When you have completed an Interest & Need Meeting.
What is the objective of this stage?
The objective of this stage is to hold a product demonstration with the Xima and end user.
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Demonstration
Stage 3
When should an opp be in this stage?
An opp in the demonstration stage has completed a demonstration.
What is the objective of this stage?
- The objective of this stage is to create or update a quote and deliver that quote to the customer.
- Once completed move to the Validation & Pricing Stage
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Validation and Pricing
Stage 4
When should an opp be in this stage?
An opp in the validation & pricing stage has delivered a quote to the partner.
What is the objective of this stage?
If the opp is a YES – The objective of this stage is to hold a Final Solution Review Meeting with the Xima and end user.
If the opp is a NO or a Maybe – The objective is this stage is to wait for an end user to make a final decision. Don’t spend time on No’s.
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Solution Review
Stage 5
When should an opp be in this stage?
An opp in the Solution Review stage has completed a Solution Review Meeting and is awaiting final customer decision.
What is the objective of this stage?
The objective of this stage follow up on the opp until a final decision is made.
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Validation and Pricing
When should an opp be in this stage?
An opp in the Received Verbal stage has written confirmation that the end user will be purchasing the solution.
What is the objective of this stage?
The objective of this stage is provide high visibility to the opp to ensure the deal is closed.
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Closed Won or Closed Lost
Stage 7
Get A Xima Pro on Your Demo
Demoing with Xima is easy. Reach out and one of our product experts will be available to help you show the customer all the insights Xima provides in a live demo environment.
