Budget

Do they have budget allocated for this?

Yes — confirmed budget+25Maybe — exploring options+15Unknown — not discussed+8No — no budget right now+0

Authority

Are you talking to the decision maker?

Yes — they sign the cheques+25Partly — influencer, not final decision+15No — need to get to the right person+5Unknown — haven't asked+3

Need

How strong is their pain or need?

Very strong — actively looking for solutions+25Moderate — aware of the problem+17Mild — nice to have, not urgent+8None — can't see the need yet+0

Need

Does your solution match their problem?

Strong fit — solves their #1 problem+25Partial fit — solves part of the problem+15Weak fit — tangentially relevant+5No fit — wrong product for them+0

Timeline

When do they need a solution?

Immediately — within 30 days+25Soon — 1–3 months+18Later — 3–6 months+10No timeline — just exploring+3

Timeline

Is there a business event driving urgency?

Yes — funding round, launch, quarter end+25Somewhat — general growth pressure+15Not really — business as usual+5Unknown — haven't discussed+3

Competition

Are they evaluating other solutions?

We're the only option they're considering+15Comparing 2–3 options including us+10We came in late, heavy competition+5Unknown — haven't asked+3

Relationship

How warm is the relationship?

Referral or warm intro — they know us+15Had a good conversation, responsive+10Cold outreach, first interaction+5Ghosted or unresponsive previously+0

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