The evaluation example highlights a different part of the process: success criteria. Choose questions around the customer’s current process and decision criteria. Keep facts distinct from assumptions in a deal review. Compare it with decision before assuming that both items require the same response.
Work through the specimen
A memorised script can miss the customer’s actual constraint. Useful preparation makes room for the answer.
Example: Evaluation
The illustrative record contains success criteria. Its state is evidence. Ask what evidence supports that state, which detail is still uncertain and whether the next person could understand it without reading a separate message thread.
Questions for a working review
- Check the current condition against the stated context. For evaluation, use “Success criteria” as the starting context.
- Identify which role can verify the information. For evaluation, use “Success criteria” as the starting context.
- Record the exception as well as the expected path. For evaluation, use “Success criteria” as the starting context.
A small exercise
Take one recent sales enablement example from your own process. Write its context without using a status label, then add the label separately. If the two contradict each other, investigate the source before updating the record. Compare the result with “Decision” in the demonstration to see which distinctions your process needs.
These are planning notes. The specimen is illustrative, and the preview does not process live work.
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