Start with discovery. The entry pairs “Current process” with “Open question”. That pairing is useful only when it is clear why the context supports the state. A memorised script can miss the customer’s actual constraint. Useful preparation makes room for the answer.
Begin with the constraint
Choose questions around the customer’s current process and decision criteria. Keep facts distinct from assumptions in a deal review.
Example: Discovery
The illustrative record contains current process. Its state is open question. 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
- Define the decision the reader needs to make. For discovery, use “Current process” as the starting context.
- Find the source behind the example record. For discovery, use “Current process” as the starting context.
- Write down the open question before choosing a state. For discovery, use “Current process” 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 “Evaluation” 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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