Account & person
Company fit, buyer responsibility, and verified contact.
Qualification / Interest → Fit → Next step
A positive reply
is not a qualified meeting.
We separate interest, eligibility, booking, and opportunity progression. A useful conversation needs the right context, not just a calendar slot.
Two paths.
One honest review.
The DFM sales SOP makes eligibility a decision point. Suitable prospects move into discovery. When readiness or fit is missing, the next step can be guidance on the gap.
PATH A / SUITABLE FIT
Proceed with context.
- Discovery: understand needs and fit.
- Proposal: define scope and expectations.
- Review: discuss questions and the decision.
- Onboarding: confirm ownership and kickoff.
PATH B / GAP TO ADDRESS
Make the gap useful.
- Explain the missing criterion.
- Offer advisory guidance where appropriate.
- Agree whether a later review makes sense.
- Re-engage only with relevant context.
The handoff
is part of the work.
Research and qualification should travel with the meeting. The next person should know what has been established and what still needs a conversation.
HANDOFF CHECKLISTOPERATING STRUCTURE
Context & interest
Reason for outreach and the prospect’s actual response.
Eligibility & uncertainty
Criteria met, gaps, and questions still open.
Owner & next action
Who is responsible, what happens next, and the agreed purpose.
A better starting point
Before we send anything,
let’s understand your market.
We’ll look at your buyers, your offer, and whether the economics make sense.