Walk me through how you'd uncover whether a prospect has already allocated budget to this initiative or if they'll need to build a business case from scratch.

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Answer

Stay specific. One example, told well, beats three told fast. Make your decisions visible — what you chose between. End on what changed, for whom.

Walk me through how you'd uncover whether a prospect has already allocated budget to this initiative or if they'll need to build a business case from scratch.

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