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AdobeAccount Executive· Situational

You have two deals that could both close before end of quarter — one is a $120K Creative Cloud enterprise expansion with a champion who's bought from you before, and one is a $200K net-new Experience Cloud deal that's earlier in the process and legally still needs SOW sign-off. You can only go deep on one this week. Which do you prioritize and why?

Weak · sample answer

I went all-in on the $200K deal. Pushed legal hard, got on calls daily for a week, thought momentum was there. SOW came back with redlines on day six and we missed the quarter. The $120K slipped too.

Why this scores weak

Prioritizes deal size over close probability; effort substitutes for judgment, costing both deals.

Average · sample answer

I called both champions the same morning. The expansion champion needed two signatures — took 48 hours max. The net-new legal team had three open redlines. I went deep on the expansion. It closed. The Experience Cloud deal slipped to next quarter.

Why this scores average

Reads deal signals correctly but decides by pattern-match rather than deliberate diagnostic.

Strong · sample answer

I had almost the exact same call last Q3. I spent two days pressure-testing the net-new deal's legal timeline before committing. Turned out SOW needed three approvers. I pivoted to the expansion, closed it, and the net-new slipped to Q1.

Why this scores strong

Pressure-tests the constraint before committing — a repeatable, evidence-driven prioritization process.