Interview
Questions
Enterprise Acquisition: Discovery to Credible Forecast
Practice the enterprise sales process, targeted discovery, a credible customer business case, and feasible commercial commitments.
Practice these questions directly. An editable copy is yours to change; the original stays unchanged.
Walk me through your sales process for an enterprise deal.
Walk me through your prospecting process. How do you research accounts, identify the right contacts, and personalize your outreach to stand out?
Describe a time when actively listening to a prospect helped you uncover a pain point or opportunity that wasn't immediately obvious. What did you learn?
Tell me about a business case you built with an enterprise customer. How did you agree on the baseline, test the value assumptions, and explain uncertainty before asking the customer to invest?
Describe your approach to handling objections during a sales cycle. Give me a specific example where you overcame a major objection.
A customer says a deal will close this month, but procurement has not started and a decision-maker has stopped replying. How would you assess the evidence, update your forecast, and explain the uncertainty to your manager?
A customer will sign only if you cut the price and promise a delivery date the implementation team has not confirmed. How would you negotiate a workable agreement and decide which commitments need approval?