The questions
Your sales team already knows these answers.
“Does the Team plan include the API, or is that Enterprise only?”
“Do you integrate with HubSpot? If not, this is a no.”
“We're comparing you with two others. Can someone call me back?”
The answer
Answered honestly. Qualified naturally.
Illustrative · Integrations Expert · 23:48
Do you integrate with HubSpot? If not, this is a no.
Yes, natively. Contacts and deal stages sync both ways. Salesforce and Pipedrive are supported too.
OK, good. That was the blocker.
A deal-breaker cleared from the approved integrations list, at midnight.
Illustrative · Pricing Expert · 14:20
Can you do 40% off if we sign today?
I can't agree discounts, but I can get you to someone who can. Roughly how many seats, and what's your timeline?
About 60 seats, this quarter.
Thanks. Who's the best person for a BDM to reach?
It never invents commercial terms. It qualifies size and timing, then hands off.
Intent
The question tells you what they're weighing up.
Not a prediction of who will buy. A pattern of what's on a prospect's mind, so your team knows what to lead with when they call.
Pricing
Working out what it costs at their size.
Integrations
Checking it fits the stack they already run.
Security
Clearing it with IT before it clears procurement.
Implementation
Working out how much lift it takes to get live.
Volume
Sizing it against how many seats they'd need.
Comparison
Weighing it against who else they're talking to.
Timing
Working out when this needs to be decided by.
Action
The lead doesn't wait for Monday.
Qualified enquiry · ready for a BDM
60 seats · This quarter · HubSpot required · Discount requested
Conversation attached · 2 min ago
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