High-Impact Discovery Questions for Selling RevOps / GTM Tools to Sales Ops Leads in Agencies
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Summary:
Uncover operational inefficiencies, align on growth metrics, and accelerate pipeline velocity with discovery questions tailored for Sales Operations leaders in agency settings.
Agencies rely on Sales Ops to connect sales, client services, and delivery with real-time data and smart processes. A well-structured RevOps / GTM system is the backbone of scalable growth and discovery conversations are your opportunity to prove that.
30 Discovery Questions for Sales Operations Leads in Agencies (RevOps / GTM Tools)
A. Initial Qualification & Context Setting
- What are your top priorities in Sales Ops for the next 6–12 months; revenue growth, better reporting, or process automation?
- What led your team to start exploring RevOps or GTM solutions right now?
- How do you currently align sales efforts with client delivery and account management?
- Are there agency-specific challenges (e.g., deal-based pricing, service scoping) impacting your sales workflows?
- Would you describe your sales operations today as lean and agile, or siloed and reactive?
B. Current State & Challenges (Pain Points)
- How are you tracking pipeline performance across different agency offerings or service lines?
- What challenges do you face in forecasting revenue or resource availability accurately?
- Are your sales reps and account managers aligned on handoff processes and client expectations?
- How do you currently manage lead routing, follow-up cadences, or qualification rules?
- What issues are you facing with CRM hygiene, duplicate records, or incomplete data?
- How much of your reporting and pipeline analysis is done manually?
- What’s slowing down your quoting, proposal, or scope-of-work generation process?
- Are you struggling to understand conversion rates across campaigns or lead sources?
- How effectively are you tracking churn risk or renewal opportunities for retainer-based clients?
- Are your tools and systems flexible enough to handle multiple pricing models (hourly, fixed, retainer, project-based)?
C. Desired Future State & Goals (Aspirations)
- If you could automate one revenue-related process tomorrow, what would it be and why?
- What would a fully optimized and transparent GTM workflow look like for your agency?
- How would real-time visibility into deal progress or resource capacity change your decision-making?
- What impact are you aiming to achieve; faster deal cycles, higher win rates, better forecasting?
- What does success look like 3–6 months after implementing a new RevOps platform?
D. Impact & Value Quantification
- What is the revenue impact of late follow-ups, missed leads, or handoff issues?
- How much time does your team spend on manual reconciliation between sales and delivery systems?
- What are the financial or reputational risks of quoting errors, delivery delays, or overpromising?
- How does inefficient pipeline visibility affect client acquisition or onboarding timelines?
- What would a 20–30% improvement in proposal turnaround time mean for your win rates?
E. Decision-Making Process & Stakeholders
- Who else in your agency is involved in evaluating GTM or RevOps platforms; founders, delivery heads, or client services?
- What are your key decision criteria when evaluating a sales ops or GTM solution?
F. Budget & Resources
- Is there a dedicated budget set aside for sales operations tools this year, or would this require a new investment case?
G. Timeline & Urgency
- Are there seasonal cycles, strategic projects, or leadership goals that influence your buying timeline?
H. Competition & Alternatives
- Have you explored other GTM or RevOps tools recently? What were the main limitations or blockers?
How Pepsales AI Helps
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.
Key Features:
- Pre-loaded discovery playbooks tailored by industry, role, and product use case
- Adaptive prompts that respond to buyer feedback and deal stage
- Embedded deal coaching to help reps guide conversations more strategically
- Full automation of discovery prep and note mapping for deal handoff
Whether you're selling to a fast-growing marketing agency or a mature consultancy, Pepsales AI helps ensure your team gets to the root of the issue faster.
Ready to Equip Your Team with Agency-Specific Discovery Questions?
