Sales Methodologies and Deal Progression Questions

Knowledge of structured sales frameworks and the practical skills to qualify and advance opportunities through a complex buying process. Interviewees should be able to describe methodologies such as Sandler, MEDDIC, and consultative selling, explain how they identify and engage the buying committee and economic buyer, set measurable next steps and success criteria, manage stages and handoffs between sales engineering and account executives, and decide when to escalate versus resolve blockers. Expect scenarios that probe qualification criteria, pilot and proof of concept gating, forecasting judgement, risk mitigation in a deal, and tailoring process to customer buying behaviors.