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Prospect
Sarah Chen · VP Product · Acme Corp
Series B · 45 employees · $8M ARR · Using Competitor X
Pain Signals
Agenda
Nudge
“You’re 4 min in and haven’t confirmed pain. Ask: what’s the cost of keeping the current process?”
Talk Ratio Warning
You’ve been talking for 90 seconds straight. Pause and ask an open question.
Phase Tracker
Prospect Engagement
Phase Scores
8
Frame
5
Discover
7
Align
9
Demo
4
Objection
3
Close
Weak Close Detected
You ended with “I’ll send over some info” — no locked next step, no date, no owner.
Fix Before Next Demo
I will not end a demo without saying: “Let’s get something on the calendar — does Thursday at 2pm work?”
Verdict
HOPE
Good discovery, but no commitment. Follow up within 24h or this goes cold.