Trial questions, demo scheduling, scope clarification, pricing inquiries.
Demo scheduling
Prospect requested a demo.
Open →Qualification questions
Prospect inquired; need basic qualification.
Open →Pricing inquiry: recommend plan
Prospect asks about pricing; recommend specific plan.
Open →Trial extension granted
Prospect needs more time to evaluate.
Open →Security questionnaire: response
Prospect security team requests questionnaire response.
Open →Comparison vs competitor
Prospect comparing against specific competitor.
Open →Use case fit: assessment
Confirm whether product fits prospect's use case.
Open →email · chat
Integration question: pre-sales
Prospect asks if we integrate with their stack.
Open →ROI justification: help
Champion needs to justify cost to leadership.
Open →Procurement paperwork
Prospect procurement needs vendor onboarding docs.
Open →Contract redlines: response
Customer legal team sent redlines on contract.
Open →Reference customer intro
Prospect wants to talk to existing customer.
Open →Pilot proposal
Prospect wants paid pilot before commitment.
Open →Demo follow-up
Send recap after sales demo.
Open →Discount: what we can do
Prospect asks for discount.
Open →Mutual action plan
Late-stage deal; align on remaining steps.
Open →Champion coaching
Help internal champion sell to their team.
Open →Not interested: graceful close
Prospect not interested; close gracefully.
Open →Lost deal debrief
Lost deal; ask for honest feedback.
Open →Evaluation criteria: help
Prospect doesn't know how to evaluate; offer framework.
Open →Build a real macro library. Not a Google Doc.
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