Question bank
Approval-gate interview questions for B2B deals
Ten questions for champions and for security, legal, procurement and finance reviewers
A question bank for interviewing the people behind a stalled B2B software deal: four questions for the champion whose deal slipped, three for security and legal reviewers and three for procurement and finance. Each asks about what people did, not what they think of you. Use it in any interview tool, or paste it into a Koji study to run the interviews by voice or text.
Where this appears
What's in this question bank
For champions of slipped deals
- Where did the deal go after you chose us, and who had it?
- What did that team ask for that you didn't have?
- What did you tell them about us, and what did they push back on?
- What would have got it through two weeks sooner?
For security and legal reviewers
- Think of the last vendor you approved quickly. What did they send, and when?
- And the last one you sent back. What happened?
- What questions about AI do you ask now that you didn't two years ago?
For procurement and finance
- When in the deal do you want to hear about a new vendor first?
- What does a business case need before you'll sign off?
- What makes you reopen a purchase someone already approved?
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<p>Source: <a href="https://www.koji.so/visuals/approval-gate-interview-questions">Approval-gate interview questions for B2B deals</a>, Koji</p>
