Choose a familiar situation
The lead is interested. Is the opportunity real?
A potential customer has responded positively. You're considering a proposal, a demo or further meetings. But interest alone does not tell you whether the problem matters, who can approve the work, or whether there is a credible path to an investment.
- The prospect has a problem, but no clear priority
They describe a difficulty, but it is not clear whether fixing it matters now.
- A proposal is requested, but the decision-maker is unknown
A contact asks for price and scope, but approval authority has not been established.
- The work looks valuable, but the funding path is unclear
There is potential need, but no understanding of whether the customer can invest.