<aside> 💡 These questions will describe who your best customers are

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• What were some of the largest deals closed in the last year?
• Which customers were the easiest to close? As in the shortest sales cycle… Why was that?
• What other products or services come up in sales conversations?
• Are there any products or services that prospects often switch from?
• Who typically buys the product or service, as in what is the most common title of the person buying our solution?
• Who are the other decision makers that were involved in the buying process?
• When you’re on a sales call with a prospect, is there any situation or circumstance that indicates someone is more likely to buy? For example, are there any telltale situations or scenarios that whenever you see it, you know this lead will close? (Or this lead will never close).
• For the companies that bought our product/service, what was the most common reason they bought?
• Out of all product or service features, are there one or two that people seem to be attracted to when buying?

<aside> 🧠 These are some of the questions you should ask your customer success team

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• What customers have a low support headache?
• What are the most used features of the product?
• What customers really see the value of our product or service?
• Who are our largest accounts?
• Who do you view as our “best customers”?
• What companies have you been able to sell additional products or services to?
• What are some of the most common questions great customers ask?
• What are some of the most common questions the not-so-great customers ask?