Thanks Marylou Tyler! Makes perfect sense. One thing that I like a lot, but would want to learn a little more is "A minimum of 3 out of 5 buyer intent signals confirmed".
Would you mind sharing what those are? I love having this feedback loop of actually checking for customer behaviour, and not just ticking action items on my list. Like "proposal sent" in terms of assessing deal health, and rather look at the customer reaction.