Demand Waterfall Handoff Cards
Recall the difference between inquiry, qualified demand, accepted demand, and opportunity.
Inquiry A person or account has shown activity, but fit and readiness are not yet established. Do not confuse activity with qualified demand. Qualified demand The signal meets agreed fit and readiness criteria. Criteria should include account fit, role, and trigger evidence. "Marketing leads are low quality." Sales alignment meeting Say Let's inspect acceptance criteria and handoff context, not just the score threshold. Do not defend volume when the complaint is readiness. It moves the conversation from blame to stage design. Score-only handoff vs context handoff Acceptance improves when sales can see why now.
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