Honest Discovery Over Pursuit Theater

Normative statement

Discovery genuinely assesses fit rather than performing pursuit theater that converts ill-fitting prospects into deals that subsequently churn. Sales advances a prospect only when the prospect's actual constraints map to the platform's structural advantages; deals that fail discovery are explicitly disqualified rather than parked indefinitely in the pipeline.

Operational hooks

Evaluation hook

qualification_honesty_review

Review cadence

every 14 days