А вот примерный список вопросов для b2b sales, который я как-то очень давно откуда-то сохранила. Но своей актуальности он не теряет. Why are you looking for a new tool? What’s the hardest part of your job? How significant is this problem you’re trying to solve? What happens if you don’t do anything about this problem? What are you doing now to solve the problem, and why isn’t that working? Do you have authority to buy a product? Who else is involved in this decision? Do you have a budget? What’s it based on? What’s your timeline to make a decision? Do you have a particular purchasing process you have to follow? What alternative products have you considered?