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Perf Test Company 37

prospect
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Budget
unknown
—
Authority
unknown
—
Need
unknown
—
Timing
unknown
—
Competitive
unknown
—

Gap Coach

Focus on: Need, Budget, Authority, Timing. These are key qualification gaps.

Need unknown critical

You haven't identified their core pain points.

Ask:
  • What's driving this initiative?
  • What problems are you trying to solve?
Budget unknown high

You haven't confirmed the budget yet.

Ask:
  • What's the budget range for this project?
  • Has budget been allocated for this initiative?
Authority unknown high

You haven't identified the decision maker.

Ask:
  • Who else is involved in this decision?
  • Who has final sign-off authority for this purchase?
Timing unknown high

You don't know their timeline.

Ask:
  • When are you looking to have this in place?
  • Is there a specific deadline or event driving the timeline?
Competitive unknown

You don't know who else they're evaluating.

Ask:
  • Are you evaluating other vendors?
  • What's your current solution for this?

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