A review of decision should explain the transition to “Agreed step”, rather than treating the label as self-explanatory. A memorised script can miss the customer’s actual constraint. Useful preparation makes room for the answer. Choose questions around the customer’s current process and decision criteria. Keep facts distinct from assumptions in a deal review.
Review the next move
WinHQ is a sales-enablement library concept for discovery questions, customer context and thoughtful deal review.
Example: Decision
The illustrative record contains next conversation. Its state is agreed step. 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
- Compare the proposed next step with the original objective. For decision, use “Next conversation” as the starting context.
- Review the assumption that would change the outcome. For decision, use “Next conversation” as the starting context.
- Leave a dated explanation for the next person. For decision, use “Next conversation” 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 “Discovery” 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.
More reading room →