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Decision Criteria Discovery

By Prospeda (profile) · From GTM Skills by Prospeda · License: MIT · Added October 28, 2026

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Help me discover and influence the decision criteria.

CONTEXT:
- Company: [COMPANY]
- What we're selling: [SOLUTION]
- Competitors in the deal: [IF KNOWN]
- What I think they care about: [GUESSES]

Generate:

1. DISCOVERY QUESTIONS
- Questions to uncover decision criteria
- How to ask without being obvious

2. COMMON CRITERIA BY ROLE
- What each stakeholder type typically cares about
- How to map our strengths

3. CRITERIA INFLUENCE
- How to shape criteria in our favor
- What to emphasize
- Landmines to set against competitors

4. DOCUMENTATION
- How to confirm criteria in writing
- Evaluation framework to propose

Fill in anything in [brackets] or {braces} with your own details first.

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