Your First Sales Process: How to Move from Founder-Led to ...

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1. 2. Qualify “The simplest framework: Budget (do they have money and authority to spend it?), Authority (are you talking to the person who decides?), Need (is the problem you solve actually painful for them right now?), Timeline (is there urgency?).” 3. Discover

   In Qualification frameworks

2. You have a clear qualification framework “You have discovery questions written down and tested” Your pipeline stages have real entry/exit criteria

   In Capability readiness assessment

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