Ask questions that change the agreement
Start with the precise problem the provider is solving. Then ask: who runs discovery, who handles no-shows and objections, who manages procurement, and which client decisions can block progress? These questions expose work that a broad phrase such as sales support may omit.
Inspect economics and evidence separately. Ask whether targets measure meetings, accepted opportunities, signed value or cash. For guarantees, clarify approval conditions, attribution, deadlines, remedies and exclusions in writing. Ask which tools, data and implementation costs are outside the base fee. Finally, inspect access transfer and successor training before the end date becomes urgent.
| Decision | Evidence to use | What changes next |
|---|---|---|
| Who owns the next step after a positive reply? | Named person and acceptance process | Closes the gap between development and selling |
| What exactly counts toward the target? | Metric definition, evidence and contractual eligibility | Prevents meetings or nominal value from being mistaken for revenue |
| What can our team operate after you leave? | Access inventory and independent demonstration | Makes the exit testable before the retainer begins |
Work through the decision
Illustrative interview: ask a provider what happens when a booked meeting reveals poor fit. A useful answer explains who rejects the opportunity, how the reason is recorded and whether the insight changes the next cohort. A weak answer discusses only replacement meetings.
Next ask about a deal signed shortly before the engagement ends with payment due later. The provider must distinguish signed contract value, commission eligibility and collections. If those definitions are unclear, pause the commercial comparison until the written terms are specific enough to evaluate.
Important answers never reach the written scope
A salesperson's explanation can be sensible while the agreement remains vague. Capture the answer and ask where it is reflected in the final scope or terms. Unresolved commercial definitions deserve resolution before commitment, not a plan to 'work it out' after the first disputed report.
A concrete next step
Send your shortlist the three questions in the table plus your specific product constraints. Compare their written answers and carry the unresolved items into the proposed agreement.
Sources and research notes
- GitLab sales development handbookCompany operating handbook
- Attio: Back up workspace dataProduct documentation
Primary sources reviewed October 6, 2026. The operating recommendations and worked scenarios are Daavid’s analysis. Illustrative numbers are assumptions, not measured client results. Company marks identify sources and prior experience; they do not imply a customer relationship or endorsement.
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