High-Impact Discovery Questions for Selling to AEs & Sales Managers in Tech

Summary:

Help reps win more deals, uncover deal blockers, and drive pipeline momentum with questions tailored for GTM buyers like AEs and frontline managers.
AEs and Sales Managers in SaaS are looking for tools that make them faster, sharper, and more effective. If you’re selling GTM platforms like Pepsales AI, discovery is where you connect to their day-to-day challenges—qualification, forecasting, and deal velocity.

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Here’s a curated library of 30 questions designed to speak their language and surface high-impact GTM gaps.

Early Discovery (Understand context + hook interest)

What are your top goals this quarter—pipeline growth, deal velocity, or win rate?
Where do you see reps getting stuck in the sales cycle?
How do you currently prep for high-stakes discovery or demo calls?
What’s the biggest challenge in managing multiple deals simultaneously?
How confident are you in your team’s forecasting accuracy?
What’s your process for coaching reps before or after calls?
Are reps consistently qualifying opportunities the same way?
What do you use to track call insights or next steps?
Are you looking for better visibility into rep performance on deals?
What’s your biggest friction point when it comes to deal reviews?

Qualification (Uncover priorities, buying signals)

What would a successful GTM tool need to solve for you today?
Are you aiming to improve call quality, deal tracking, or coaching outcomes?
What KPIs are you personally measured on?
Who else is involved in evaluating sales productivity or GTM tools?
Are you currently using a sales enablement or pipeline tool?
What parts of your current GTM process feel too manual or repetitive?
How often do you miss key buyer signals or qualification data on calls?
Is the team using any AI or automation tools today for discovery or coaching?
Is this part of a broader revamp of your GTM motion?
What’s your timeline for implementing something new?

Deep Needs Analysis (Tie value to goals, quantify pain)

How much time does your team spend on pre-call or follow-up research?
What’s the impact of poor discovery on deal win rates?
How are deal risks tracked or escalated today?
How often do pipeline issues surface too late in the cycle?
What’s the average rep ramp time and where are they falling short?
How are insights from calls being captured and reused across the team?
What’s the cost of reps chasing deals that won’t convert?
What would a 10–15% increase in conversion rates mean to your team?
How do you review and coach around discovery questions today?
If you could automate one part of pipeline or call prep, what would it be?

How Pepsales AI Makes Discovery Smarter

Pepsales AI helps sales teams ask the right questions, faster. It delivers intelligent, role-specific, and industry-aware discovery questions in real time tailored to the context of each deal.

What You Get:

A ready-to-use library of proven questions by persona, industry, and product
Smart, dynamic prompts that adapt to objections, buyer roles, and sales stages
Built-in coaching to help reps lead more impactful conversations
Automated prep, no more guesswork before discovery calls

Whether you're gearing up for a demo or onboarding new reps, Pepsales AI helps every conversation start strong and go deeper, faster.

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Want to Drive More Impactful Discovery?

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Arm your team with questions that uncover pain, build urgency, and move deals forward.

Get Early Access to the Pepsales AI Discovery Copilot