Timing Qualification Process

On first 10 discovery calls, ask explicitly 'What's driving you to solve this now?' and 'When do you need this in place?' to understand urgency.

Identify timing triggers: upcoming deadline, seasonal need, executive mandate, budget expiration, competitive pressure.

Use timeline categorization: Immediate (0-30 days), Near-term (1-3 months), Medium-term (3-6 months), Long-term (6+ months).

Ask follow-up 'What happens if you don't solve this by [timeline]?' to validate urgency.

Log timeline in Attio with specific target date and urgency rating (High/Medium/Low).

Track PostHog events: timeline_identified, urgent_opportunity, timeline_validated.

Prioritize Immediate and Near-term opportunities for fast follow-up; place Long-term in nurture.

Set pass threshold: Timeline identified for ≥8 opportunities in 1 week with ≥50% Immediate or Near-term.

Compare close rates by timeline category to validate that urgency predicts deal velocity.

Document which timing questions work best; proceed to Baseline if threshold met.