Sort Discovery Questions by SPIN Type

Sort each discovery question by the SPIN job it performs. Situation Problem Implication Need-payoff How many reps use the current process? Where does the handoff break most often? What happens to renewal timing when that handoff breaks? If managers saw risk two weeks earlier, what would improve? Which tools are involved today? What part of the workflow frustrates the team most? How does this affect the board forecast? What would a cleaner month-end close let finance do?

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