Which question would be appropriate for use in uncovering customer's business challenges?

Question

Options

• AHow you do expect IT budgets to change next year?
• BHow will regulatory compliance make marketing more difficult?
• CHow much travel expense could be saved by eliminating 4 sales meetings a year?
• DDo you have a policy covering whether customerservice reps can work from home?

• A
  4% (1)
• B
  72% (18)
• C
  16% (4)
• D
  8% (2)

Explanation

Option B is correct because it directly probes a strategic business challenge - regulatory compliance affecting a core function (marketing) - which requires the customer to reflect on operational pain points and opens a meaningful consultative conversation. Option A asks about IT budgets, which is a resource/finance question, not a business challenge. Option C is a highly specific cost-savings calculation, making it a leading/quantitative question rather than a challenge-discovery question. Option D is a yes/no policy question about HR procedure, which is too narrow and tactical to surface broader business pain.

Memory tip: Think "challenge = consequence." A good business-challenge question asks how a force (regulation, competition, change) impacts a business outcome (marketing, revenue, operations). If the question sounds like it belongs in an accounting spreadsheet or an HR manual, it's probably not uncovering a strategic challenge.

No community discussion yet for this question.