Discovery Complete or Still Qualifying?
Choose the correct stage decision when discovery evidence is still incomplete.
Rina runs a first call with Northloop Logistics. The buyer says the current handoff process is messy and asks roughly what Omie costs. Rina still does not know who signs, whether this is budgeted, or how the team will evaluate vendors. No next meeting is booked yet. EARLY-STAGE CALL What should Rina do next? Move the deal to Demo immediately because pricing interest means they are serious. Weak move. Pricing curiosity is not the same as evaluation readiness. This skips qualification and usually creates fake mid-funnel pipeline. Keep the deal in Discovery and secure the missing buyer evidence before advancing.…
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