Work Through Implication Math
Build a buyer-owned implication estimate from frequency, time, and consequence.
The buyer says duplicate lead routing is annoying, but the business impact is not yet concrete enough for a buying case. Implication math: frequency x effort + downstream consequence, confirmed through active listening The common trap is to invent a large ROI number because the seller wants urgency. Buyers can feel the exaggeration, and the number often collapses when finance asks where it came from. Another trap is staying vague and never giving the champion a defensible estimate. Frequency Ask: In a typical week, how many leads get rerouted or touched twice? Frequency creates the first unit. The buyer estimates…
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