Coach note
Interviewers ask this kind of question to surface how you think, not what you remember. The strongest answers are specific, calmly told, and end on what changed.
Discovery & qualification · BANT/MEDDIC framing
How would you qualify whether a prospect's internal 'we might just build this with AI' effort is a genuine alternative, a negotiating lever, or a sign there's budget you haven't found yet?
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