[S] Situation: What is their business model & ACV scale?
High LTV businesses yield the fastest closing velocity.
[P] Pain: How severely are they feeling the AI search shift?
Prospects experiencing active traffic drops close 3x faster.
[I] Impact: What is the financial cost of inaction?
If lost pipeline exceeds k/yr, a k fee is an easy yes.
[C] Critical Event: Is there a hard deadline driving action?
Product launches or board meetings create closing urgency.
[D] Decision Maker: Are you talking to the economic buyer?
Founder/CMO vs junior researcher.
SPICED QUALIFICATION RATING
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