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Do prospects have the abillity and appetite to invest? If YES, how much?
Do you know the person who will make the final decision? Are you talking to the person who wields the buying power or enough influence to persuade the ultimate decision makers to approve the deal?
Are they aware of and understand they have a problem that needs to be fixed and actively looking for a solution?
Are purchasing and fulfillment expectations aligned because it can set expectations and expedite, pause, or even halt conversations where applicable, which results in a more effective and efficient process.
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