Questions

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Click links to jump to the section of the transcript where the question was asked/answered

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• 1 min Ice Breaker
• How long have you been involved in making software buying decisions? What’s the largest purchase you’ve been a part of by ACV?
• If you think back to the last purchase you made, can you walk me through the series of questions that you had to find answers to before a purchase could be approved?
• When you built a business case for your last purchase, what internal fears did you need to address to get approval from leadership? What specific questions did the business case answer to address these fears?
• During your last purchase, what internal questions were the hardest to answer and made you most uncertain about whether to move forward? What did you do to find answers to these questions?
• What are common objections that you don’t vocalize? Why don’t you share these?
• When you're considering a new software purchase, what worst-case scenario do you quietly worry about but don’t share with the vendor?
• What internal conversations happen after a meeting with a potential vendor?
• What’s one thing salespeople do that makes you doubt their solution or feel unsure about moving forward? How could they handle it differently to build more trust?
• Can you describe a time when a salesperson helped you overcome an internal roadblock or concern that was holding back the purchase? What did they do, and how did that change your decision-making process?

Transcript

aaronkenney: Yeah, I scanned it. So it's just it sounds around like kind of purchasing purchasing decisions like where

78 00:04:52.940 --> 00:04:54.785 aaronkenney: it sounded like

79 00:04:55.530 --> 00:04:57.999 aaronkenney: kind of like from the lens of like, how

80 00:04:59.300 --> 00:05:07.223 aaronkenney: I guess from a buyer like what? What works in the process, what doesn't kind of like my experience in in purchasing software more than

81 00:05:07.880 --> 00:05:09.949 aaronkenney: I guess from like the buying lens.