5 Questions Founders Must Ask to Accelerate Revenue

5 Questions Founders Must Ask to Accelerate Revenue

1. Am I selling the *right* way?

Startups want to sell the how :

Customers want the why:

Flip the script and put yourself in your customer’s shoes to help them see how you can solve their pain.

2. Do I know the personas within my ICP?

Most software companies (Enterprise to SMB) are consensus-driven, meaning there are multiple personas within your ICP to address.

And each of these—the economic decision-makers, the champions, and the influencers—has its own decision criteria.

Take the time to identify all your personas and find a common pain point you can solve.

3. Am I doing all the talking?

It’s essential to continually ask questions to learn more and better qualify your prospects.

And you can’t do that when you’re constantly talking.

If you spend most of a meeting speaking, you’re not learning from your potential customers.

Don’t “puke product” in your meetings; ask questions and listen to

your prospects.

4. Have I found my customer’s true pain point?

Don’t rely on surface answers or assumptions; dig deeper to determine their true pain point and its timing and impact on their business.

Is there a compelling event right now, or do they need a solution in 18 months?

Make sure you have a complete understanding of their pain validated by the customer.

5. Why should they work with me?

The prospect needs to understand how your expertise addresses their pain.

Position the business case from your customer’s point of view and clearly identify before-and-after use case scenarios to ensure alignment.

Remember, alignment = a faster path to revenue.