High-Impact Discovery Questions for Selling RevOps / GTM Tools to RevOps Leaders in SaaS
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Summary:
Uncover pipeline inefficiencies, align with growth goals, and accelerate deal velocity by asking the right discovery questions tailored to RevOps professionals in SaaS companies.
In SaaS, Revenue Operations leaders are under constant pressure to streamline go-to-market execution, break silos between Sales, Marketing, and CS, and deliver predictable revenue. For RevOps/GTM tool vendors, discovery is where the deal is won or lost, it’s the chance to prove your solution maps directly to their revenue goals.
30 Discovery Questions for RevOps in SaaS (RevOps / GTM Tools)
A. Initial Qualification & Context Setting
- What are your top 2–3 RevOps priorities for the next 6–12 months?
- What prompted your interest in evaluating new GTM or RevOps tooling at this time?
- How are you currently aligning Sales, Marketing, and Customer Success toward shared revenue goals?
- Are there any recent board-level or CRO-driven changes influencing your current GTM focus?
- How would you describe your RevOps maturity today; more reactive, or highly proactive and data-driven?
B. Current State & Challenges (Pain Points)
- How confident are you in your current forecasting accuracy across pipeline stages?
- What are your biggest challenges in maintaining clean, trustworthy CRM or revenue data?
- Where are you experiencing friction in your current go-to-market motion; handoffs, attribution, reporting?
- How well integrated are your current tools across sales engagement, marketing automation, and CS platforms?
- What bottlenecks do you face in building and maintaining reporting dashboards for leadership?
- How much manual effort is spent on territory planning, quota setting, or compensation management?
- What are the biggest gaps in visibility across your buyer journey from first touch to closed won?
- How effectively do you track and report on funnel conversion rates or velocity metrics?
- Are reps losing productivity due to tool overload, context switching, or duplicated workflows?
- What’s currently limiting your ability to run experiments or optimize your GTM strategy quickly?
C. Desired Future State & Goals (Aspirations)
- If you could automate or optimize one GTM process in the next quarter, what would it be and why?
- What would a fully aligned RevOps stack look like for your company?
- How would real-time insights across Sales, Marketing, and CS improve your ability to drive revenue growth?
- What business impact are you aiming for; faster ramp time, higher win rates, shorter sales cycles, or better retention?
- What does success look like for your RevOps team 6 months after implementing a new GTM tool?
D. Impact & Value Quantification
- What’s the cost of poor pipeline visibility or inaccurate forecasting to your revenue teams?
- How much time is your team spending monthly on manual report creation, data cleaning, or reconciliation?
- What revenue leakage are you seeing from inefficient handoffs or lost opportunities?
- How does RevOps inefficiency impact your ability to meet quarterly revenue targets?
- If you could increase funnel efficiency or forecasting accuracy by 20%, how would that change your GTM decisions?
E. Decision-Making Process & Stakeholders
- Who else in your GTM team or executive leadership is involved in evaluating and approving new RevOps tools?
- What are your top criteria when selecting a solution to support your GTM stack; usability, integration, reporting power?
F. Budget & Resources
- Do you already have a budget allocated for RevOps tooling this year, or would this require executive-level approval?
G. Timeline & Urgency
- Is your buying timeline influenced by planning cycles, board reviews, or fiscal year deadlines?
H. Competition & Alternatives
- Have you evaluated other RevOps or GTM platforms recently? What did you find lacking in those solutions?
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.
What It Delivers:
- A proven playbook of discovery questions by role, industry, and solution area
- Live prompts that adjust to buyer context, stage, and objections
- Embedded coaching and insights to guide reps toward value-focused selling
- Fully automated prep, no more guesswork, just stronger conversations
Whether you're selling to a hyper-growth startup or a scaled SaaS company, Pepsales AI helps you unlock real pain points and close more revenue-focused deals.
Ready to Elevate Your SaaS GTM Discovery Process?