Sales Enablement Certification
Sales Enablement Certification
Discovery Questions
Understand Motivation & Context
Start by uncovering why they're exploring improvement:
- “Why are you looking to improve your end-to-end testing right now?”
- “What's been most frustrating about your current testing process?”
🧩 Goal:
Identify urgency, pain points, and trigger events.
Explore Their Current Testing Environment
Get a clear picture of their setup:
- “Can you walk me through your current testing process?”
- “What test automation tools are you currently using?”
- “How many full-time manual testers do you have?”
- “Who's responsible for creating automated tests? Developers, QA engineers, or manual testers?”
💡 Trainer Note:
If developers are writing tests, highlight the hidden cost of using senior technical time for repetitive QA work.
Example: “Interesting, have you ever calculated what it costs when developers handle testing instead of building features?”
Assess Scale & Efficiency
Ask questions that reveal potential efficiency gaps:
- “Roughly how many total test cases do you have documented?”
-
“What percentage of those tests are automated today?”(If <70%, note it — testRigor can dramatically close that gap.)
- “Do you track your test creation velocity? How long does it take one person to create a single test?”
💡 Quick Metric Tip:
If they create fewer than 6 tests per day per person, that's an opening to show how testRigor users build 15× faster.
Identify Bottlenecks & Risks
Reveal how QA impacts delivery:
- “Does QA ever slow down releases?”
- “Does that put pressure on your QA team to rush testing?”
- “Do you track how many bugs make it into production?”
- “How frustrating is it when you find a bug after release?”
🧩 Goal:
Map out urgency, champions, and decision-makers.
Gauge Priority & Buying Readiness
Understand timing and decision process:
- “How important is it for you to solve this now?”
- “What would it mean to you personally if you could eliminate these QA challenges?”
- “Is this something you're prioritizing now, or evaluating for later?”
- “When you've purchased software in the past, what did that process look like and who was involved?”
Quick Reference: TTK (twist the knife) Cues
| SITUATION | YOUR RESPONSE |
|---|---|
| Developers creating tests | “Imagine if your non-technical testers could handle this instead, freeing up developers to focus on product features.” |
| Low automation (<70%) | “We typically help teams reach 95-100% automation with near-zero maintenance.” |
| Slow test creation (<6/day) | “Most testRigor users build 10-15x more tests per person with less effort.” |
| QA delays releases | “That's one of the most common challenges we solve, our clients release faster with fewer QA bottlenecks.” |
