• Flexibility in Stages:
It’s acceptable to move quickly through stages based on customer readiness (e.g., Create → Develop in a single meeting).
• Stage Overlaps:
Meetings may combine multiple stages, particularly Create, Qualify, and Develop, depending on depth of interaction and length of discussion.
• Sales Process Alignment:
Each stage has clearly defined steps to align with internal processes and ensure seamless progress towards close.
• Customer Interest:
The customer has shown interest by attending a scheduled meeting.
• Ideal Customer Profile (ICP):
Verify the prospect matches the ICP criteria.
• Basic Information:
Only essential details required at this stage (e.g., contact info, organization name).
Gather deeper details (SPICED Method):
• Situation: