Every qualification field filled with evidence, and nobody on the buyer's side owed a thing.

Qualification from call evidence · qualified 10

Lead created. No qualification evidence yet.

Unqualified.

Do this: Book discovery, and start the MEDDPICC.

Nudge · buyer state 30

None. They asked for a meeting.

They want something. Nothing is owed either way yet, so this is a baseline and not a reading.

• they own the next step: not applicable
• it has a date: not applicable
• their last promises landed: not applicable
• it opened a door: not applicable
• they can deliver it: not applicable

Do this: Book discovery, and ask them to bring whoever else has to be convinced.

Qualification from call evidence · qualified 45

Three fields filled from the call: Pain and Metrics, and Marc as Champion.

Qualification is progressing.

Do this: Validate the Metrics, and find the Economic Buyer.

Nudge · buyer state 60

Marc will circulate our summary internally.

His to keep, and within his reach. No date on it and no named audience.

• they own the next step: yes
• it has a date: no
• their last promises landed: not applicable
• it opened a door: no
• they can deliver it: yes

Do this: Before he circulates anything, get two names and a day out of him. Who sees this, and by when.

Qualification from call evidence · qualified 65

Evidence: Claire as Economic Buyer, and the operating committee as the Decision Process. Five fields.

Well qualified for this stage.

Do this: Confirm the Decision Criteria, and send the proposal.

Nudge · buyer state 80

Claire will take the business case to the operating committee.

The high point of the whole deal. The signer came in person and put an action on herself.

• they own the next step: yes
• it has a date: no
• their last promises landed: yes
• it opened a door: yes
• they can deliver it: yes

Do this: Ask Claire which committee date it goes to, and ask to be on the call for the questions. Ask while she is still in the room.

Qualification from call evidence · qualified 70

Proposal sent. The Paper Process field is still empty.

In good shape. The paper process is the gap.

Do this: Ask how procurement works here.

Nudge · buyer state 82

Ours. We sent a document.

Every field in this event belongs to us. Our own effort is the one thing a pipeline can always manufacture.

• they own the next step: no
• it has a date: no
• their last promises landed: not applicable
• it opened a door: no
• they can deliver it: not applicable

Do this: A document buys nothing on its own. Trade it: offer to walk the committee through it before they read it alone.

Qualification from call evidence · qualified 70

Claire: “let me take this internally.” Decision Process evidence reinforced.

The process is under way.

Do this: Let the committee run.

Nudge · buyer state 70

Claire will take it internally.

She owns it and she can deliver it. Nothing is owed back to us on any particular day.

• they own the next step: yes
• it has a date: no
• their last promises landed: yes
• it opened a door: no
• they can deliver it: yes

Do this: Reply today and put a date on it. Shall I check back on the 14th, or does the committee sit later than that.

What it is testing. An internal review with no date has no failure mode. There is no morning on which it is late, so there is no morning on which anyone chases it.

Qualification from call evidence · qualified 66

No reply in seven days. Engagement risk flagged against the Economic Buyer.

The Economic Buyer has gone quiet. A risk.

Do this: Re-engage Claire through Marc.

Nudge · buyer state 58

Still the day 40 promise. Nothing has come back.

Seven days of one-way traffic against an open promise that nothing can chase.

• they own the next step: yes
• it has a date: no
• their last promises landed: no
• it opened a door: no
• they can deliver it: yes

Do this: Stop emailing Claire. Ask Marc in writing what happened to the committee review and when it now sits.

Qualification from call evidence · qualified 72

Evidence: the Champion commits to a CFO introduction.

A strong Champion. Risk lowered.

Do this: Prepare for the CFO meeting.

Nudge · buyer state 55

Marc will introduce us to the CFO.

Undated. Two of his previous promises have already slipped, and he has never opened a door above his own line in this account.

• they own the next step: yes
• it has a date: no
• their last promises landed: no
• it opened a door: no
• they can deliver it: no

Do this: Write the introduction for him and ask him to forward it by Friday. A champion who will not send it cannot send it.

What it is testing. The same sentence is worth different amounts from different people. Read it against what this champion's last two promises did, and against whether he has ever reached above his own line here.

Qualification from call evidence · qualified 68

The Economic Buyer declined a meeting. Risk noted.

Economic Buyer engagement is weakening.

Do this: Ask Marc to bring Claire back in.

Nudge · buyer state 50

Nothing new. The day 40 promise is still open.

The only person who can sign has closed access while still owing us an undated step.

• they own the next step: yes
• it has a date: no
• their last promises landed: no
• it opened a door: no
• they can deliver it: yes

Do this: Two open promises and a closed door is one problem. Ask Claire whether the business case is still live, and make it easy for her to say no.

Qualification from call evidence · qualified 68

No new evidence. The Champion field still reads Marc.

Qualification unchanged.

Do this: No action.

Nudge · buyer state 20

Two open commitments were his.

Both leave with him. Nobody on the buyer side owns a step in this deal any more. This is the day it died.

• they own the next step: no
• it has a date: no
• their last promises landed: no
• it opened a door: no
• they can deliver it: no

Do this: Both open commitments just left the building. Get a new owner and a new date out of Claire this week, or write the deal down.

Qualification from call evidence · qualified 66

A new executive at the account. The Economic Buyer evidence may be stale.

The Economic Buyer needs re-validating.

Do this: Validate whether Tobias is now the Economic Buyer.

Nudge · buyer state 18

None. We have never spoken to him.

The authority this deal was routed toward has changed hands. The business case has no sponsor in the seat.

• they own the next step: no
• it has a date: no
• their last promises landed: no
• it opened a door: no
• they can deliver it: no

Do this: The new CFO inherits nothing. Ask Claire for fifteen minutes with him, and expect to run the business case again from the start.

Qualification from call evidence · qualified 78

Evidence: Paper Process from the security questionnaire, Decision Criteria from its control families. Seven fields.

Nearly fully qualified.

Do this: Complete the questionnaire.

Nudge · buyer state 12

Procurement wants 112 answers. Nothing was offered in return.

The control set is not ours. This is process traffic from an account with no sponsor attached to it.

• they own the next step: no
• it has a date: no
• their last promises landed: no
• it opened a door: no
• they can deliver it: no

Do this: Answer it against something. Happy to turn this round by Thursday, can we get thirty minutes with Tobias the week after.

What it is testing. Work arriving is not the same as a buyer moving. A questionnaire with no date back and nobody in the seat is an account clearing a checklist it has to clear for everyone.

Qualification from call evidence · qualified 72

The Economic Buyer declined again. Risk raised.

At risk on the Economic Buyer.

Do this: Escalate: executive outreach to Claire.

Nudge · buyer state 10

None, twice over.

Two declines thirteen days apart, no counter-proposal either time. Access to authority is closed.

• they own the next step: no
• it has a date: no
• their last promises landed: no
• it opened a door: no
• they can deliver it: no

Do this: Ask the question that either ends it or restarts it. Has this moved to someone else, or has it stopped.

Qualification from call evidence · qualified 70

Longer in this stage than the won deals it learned from.

Velocity is behind the winning pattern.

Do this: Re-engage, and confirm the timeline.

Nudge · buyer state 10

Still none.

Forty-five days in this stage and not one dated obligation has sat on their side of it.

• they own the next step: no
• it has a date: no
• their last promises landed: no
• it opened a door: no
• they can deliver it: no

Do this: Re-engaging is what we have been doing for forty-five days. Take it off the forecast and work the account as new.

Qualification from call evidence · qualified 80

Evidence: Ines adds data residency as a Decision Criterion. Every field now has evidence.

Fully qualified.

Do this: Answer the data residency question.

Nudge · buyer state 8

They want an answer on data residency. No date, nothing offered in return.

A criterion introduced on day 90 by someone absent from every discovery call, and it is not in our scope. That is a comparison grid being filled in.

• they own the next step: no
• it has a date: no
• their last promises landed: no
• it opened a door: no
• they can deliver it: no

Do this: Ask who else is answering the same question and what the deadline is. If neither answer comes back, we are the reference quote.

What it is testing. A requirement that arrives this late, from someone who was not in discovery, is usually being collected on behalf of a decision that is already leaning somewhere.

Qualification from call evidence · qualified 78

Call: the procurement review is the next step.

Qualified, and in the paper process.

Do this: Support procurement.

Nudge · buyer state 8

The next step is ours again. Procurement reverts when it reverts.

Ninety-three days in and not one dated obligation has ever sat on their side.

• they own the next step: no
• it has a date: no
• their last promises landed: no
• it opened a door: no
• they can deliver it: no

Do this: Nothing here is ours to move. Say that in the forecast and spend the hour on a deal with a dated step on the buyer's side.

Qualification from call evidence · qualified 30

Close date passed.

The forecast risk came true.

Do this: Rebuild the plan around the new Economic Buyer.

Nudge · buyer state 5

Nothing left to test.

Every commitment here was undated, unowned, or made by someone who could not deliver it. All three were true on day 19.

• they own the next step: no
• it has a date: no
• their last promises landed: no
• it opened a door: no
• they can deliver it: no

Do this: Do not push the date. Run the loss review from day 19, and go looking for the same three failures across the rest of the book.