Tip — Day 254
A champion maps a clean path: demo Tuesday, CFO approval Friday, signature next week. The last similar purchase may reveal a messier route than the hypothetical plan. Ask for the precedent: “Walk me through the last time your team bought [comparable solution]—from internal agreement to signature. Where did it slow down?” A real example exposes hidden reviewers, handoffs, and delays that “What’s your process?” misses. 🎯 Try this today: Add this question to one upcoming discovery call plan and fill in the bracket.
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