Sort What Should Change Probability
Identify which deal events should increase, decrease, or not materially change weighted probability.
Sort each update by what it should do to weighted probability. Raise Probability Lower Probability Mostly No Change Economic buyer joins the close-plan review and confirms target signature date Deal slips a second time with no new executive meeting scheduled Champion says the demo went well Legal redlines are exchanged and procurement timeline is confirmed Primary champion leaves the company before commercial paper starts Rep feels more confident after a friendly call Signer availability is explicitly booked for this week Security review is added late and no owner is named Customer compliments the product roadmap
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