Forecast Discipline

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• GTM PersonaTriggers when a user asks to create, define, refine, update, delete, or doctor a buyer.
• Deal DeskUse to manage pricing, packaging, and approval workflows for renewal negotiations.
• Discovery CallsPlans, runs, and summarizes discovery calls to uncover pain, timeline, and authority.
• Escalation FrameworkGoverns executive involvement for at-risk renewals.
• Meddic ChecklistUse to inspect qualification coverage across Metrics, Economic buyer, Decision criteria,.
• Outbound PlaysCrafts channel-specific outreach sequences tied to intent signals.
• Signal ScoringDesigns composite scoring models with decay and weights.
• Suppression LogicUse to define guardrails that pause signal-driven plays when accounts are risky,.