Day 163: A buyer can have pain and still not have a deal

💡 Tip — Day 163

A buyer can have pain and still not have a deal. In discovery, listen for the forcing function: board deadline, missed target, renewal, hiring plan, audit, exec mandate—the calendar event that makes inaction expensive. If you can’t name it, your next step is hope dressed as process. 🎯 Try this today: Open one active opportunity and write the answer to: “Why must they solve this now?” If you don’t know, ask it on your next call.