Sales Questionnaire: Part 1

Sales Insight Questionnaire (c) Prompt Inc. 2018

Name

POSITIONING

End Section

1a. Please choose one vendor that this feedback and input is relevant to *

1b. Which SAI Global areas of expertise or products does this insight apply to [please mark all that apply] *

2. What would you say, from your perspective, is differentiates SAI Global from this vendor in terms of company mission, vision and direction? *

3a. Do you think that the vendor has a stronger, weaker or matching ability to demonstrate market leadership in this market compared to SAI Global? *

Stronger market leadership

3b. Please share your views and perspective to your response to 3a. *

4a. Do you think that the vendor has a stronger, weaker or matching ability to execute compared to SAI Global? *

Stronger market leadership

PRODUCTS

1. Do you think the vendor has a broader set of products compared to SAI Global? *

Yes

Not sure

2. What do you think are the vendor's strongest product areas? *

3. What do you think are the vendor's weakest products when compared to SAI Global? *

4. What do you think are SAI Global's strengths when competing with this vendor? *

5. What questions or points do you think prospects should be ask or be aware of when considering this vendor? *

End Section

SALES STRATEGY

1. What areas of the sales process do you feel this vendor is very good at? Include points of the sales process including sales process, collaboration across teams, access to sales resources *

2. What areas of the sales process do you feel this vendor is weak in? *

3. Is price a key differentiator for this vendor? What is the pricing strategy? Are they considerably different compared to SAI Global? What is the company's view on discounting? *

4.How does the vendor handle or run demos? *

5. How does the vendor handle or run trials or PoCs for prospects? *

6. How does the vendor handle proposals, RFIs and RFPs? *

End Section

CUSTOMER ISSUES

1. What do you think customers like the most about the vendor's products, solution, sales process and supporting processes, such as onboarding? *

2. Are you aware of any problems that customers have with this vendor? Be as specific as possible, *

3. How would you say this vendor's customer retention compares to SAI Global's customer retention? Why? *

4. Are you aware of any customers that SAI Global has won from this vendor? Can you name them? *

5. Are you aware of any customers that SAI Global has lost to this vendor? Can you name them? *

End Section

6. Have you assisted on or won any deals against this vendor? What factors contributed to the win(s)? What was the customer(s) and which geography was the deal in? *

7. Who were your best prospects> customers and deals and why? Can you share some background and characteristics about the sale? *

8. If you won deals at this vendor or helped, who were your best prospects, customers and deals - why were they good deals to close? Please share background and characteristics. *

9. When you worked with this vendor, which vendor did you lose deals to and why? *

10. Did you compete with SAI Global? How did you compete and did you win? If so, how and why? If you lost deals do you know why? *

11. If you were advising a prospect on a potential purchase, which objections would you encourage them to ensure that they understood this vendor's position and ability to deliver? * *

12. Which objections do you think SAI Global needs to be better at addressing to compete with this vendor? *

What can we learn?

1. Based on your insight from this vendor and others, which processes, practices or sales tactics do you think that SAI Global should update, change or adopt? *

2. If you could take one practice that this vendor had across marketing, sales, pre-sales, post-sales, PS, implementation and replicate it at SAI Global - what would it be? *

3. If you could take one practice that this vendor had across marketing, sales, pre-sales, post-sales, PS, implementation that you would NEVER want SAI Global to replicate, what would it be? *

4. Summarize SAI Global's competitive advantage to this vendor in one line: *

Finally, which other employees, contacts, customers or business partners should we speak to? *

End Section