The final quarter is not the time to panic or push harder to close every opportunity, but to ask more strategic, challenging questions, separate facts from assumptions, and focus on the opportunities most likely to move forward.

You can’t just tell your sales team to, ‘qualify better.’ It’s the quality of questions you ask, or fail to ask, that will determine whether you attain quota.

I’m sharing my playbook of 80 Discovery and Qualifying Questions, to help you qualify opportunities, uncover urgency, align stakeholders, strengthen your pipeline, and advance the right deals through complex, long-term sales cycles with greater clarity and confidence.

The complete playbook is included below to download. Save it, share it with your team, and let me know how you find it helpful.

Which question will you use first? I’d be interested to hear which one you choose!