Sequence the decisions that turn discovery detail into a value hypothesis a buyer can test.
After discovery You have rich notes but no agreed framing yet. This is the fork between a value case and a generic product walk-through. Value hypothesis sequence Strong sellers move from job to pain to metric to validation path. Start with the buyer job, then isolate the pain mechanism, then pick the metric that can prove the value case. What do you anchor first? Once the job is clear, what do you identify next? How do you make the hypothesis decision-grade? Build the hypothesis around a job, a pain mechanism, and a metric owner. That sequence makes the next meeting…
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