Key Discovery Questions for Selling Martech to SaaS Growth Leads
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Summary:
Growth Leads at SaaS companies are laser-focused on acquiring users, activating them fast, and scaling revenue efficiently. But with so many moving parts, paid acquisition, PLG motions, retention loops, it’s easy for priorities to clash and opportunities to get missed.
The right discovery questions help you uncover their growth levers, blockers, and gaps so you can position your Martech or GTM solution as an accelerator, not just another tool.
Here’s a fresh library of 30 questions, grouped by growth-critical scenarios, to guide smarter SaaS discovery calls.
Growth Priorities & Levers
- What are your top growth objectives for the next 6 months?
- How are you balancing acquisition, activation, and retention in your strategy?
- Which growth motion is currently driving the most impact: PLG, outbound sales, or partnerships?
- What channels are delivering your lowest CAC right now?
- What experiments are you running to optimize your growth funnel?
Acquisition Channels & User Acquisition
- How do you currently identify and scale high-performing acquisition channels?
- Are you seeing diminishing returns on any paid channels?
- What’s your current strategy for organic growth?
- How are you leveraging content or communities for acquisition?
- Where do you see the biggest opportunity to grow top-of-funnel traffic?
Activation & Onboarding
- How do you measure activation success for new users?
- What’s the biggest friction point in your onboarding process?
- How long does it take for a user to reach their first value moment?
- What percentage of signups drop off before activation?
- What tools are you using to personalize onboarding experiences?
Retention & Expansion
- What’s your current churn rate, and how are you addressing it?
- How do you identify at-risk customers before they leave?
- What’s your strategy for driving upsell or cross-sell in existing accounts?
- How do you measure and grow customer lifetime value (LTV)?
- What’s stopping you from running more effective retention campaigns?
Data, Insights & Decision Making
- How confident are you in your growth reporting and metrics today?
- Are there blind spots in your data that make growth planning harder?
- What’s your process for prioritizing growth experiments?
- How do you identify which segments to double down on?
- If you could predict one growth KPI with 95% accuracy, what would it be?
Team & Tech Stack Alignment
- How well does your growth stack integrate with your product and sales tools?
- Are there parts of your tech stack you’re planning to consolidate?
- Where does your team spend the most time on manual workflows?
- How do marketing, product, and sales teams collaborate on growth initiatives?
- What’s one thing holding your team back from scaling faster right now?
How Pepsales AI Powers Smarter Growth Conversations
Pepsales AI helps sales teams ask the right questions, faster. It delivers intelligent, role-specific, and industry-aware discovery questions in real time tailored to the context of each deal.
- Ask sharper questions that align with growth levers and KPIs
- Surface blockers and position your tool as a growth multiplier
- Get coaching in real-time to avoid shallow discovery and build trust faster
- Automate call prep so your reps can focus on closing, not guessing
Ready to Unlock Growth-First Discovery?
Equip your team with SaaS-specific insights and questions that uncover what really drives growth leads and help them close deals faster.
