M - Metrics: Quantifiable business impact
E - Economic Buyer: Decision-maker identification
D - Decision Criteria: Evaluation parameters
D - Decision Process: Approval workflow
I - Identify Pain: Core business challenges
C - Champion: Internal advocate development

Budget: $X - $Y range confirmed
Authority: Decision-maker engaged (Level 1-4)
Need: Pain severity score (1-10)
Timeline: Implementation urgency (immediate/3mo/6mo+)

**Financial Health Indicators:**
- Recent funding rounds/acquisitions
- Revenue growth trajectory
- Market expansion signals
- Leadership changes

**Technology Stack Analysis:**
- Current solutions in use
- Integration capabilities
- Security/compliance requirements
- Scalability constraints

**Competitive Landscape:**
- Incumbent vendors
- Evaluation history
- Switching costs
- Relationship strength

Situation Questions (20%):
- "Walk me through your current process for..."
- "How is your team structured around..."

Problem Questions (30%):
- "What challenges are you facing with..."
- "How often does [pain point] occur?"

Implication Questions (30%):
- "What impact does this have on your team's productivity?"
- "How does this affect your quarterly targets?"

Need-Payoff Questions (20%):
- "If we could reduce that by 50%, what would that mean?"
- "How would solving this change your operations?"

**Price Objection:**
1. Acknowledge: "I understand cost is a consideration..."
2. Isolate: "If we can work through the investment, is there anything else?"
3. Quantify Value: "Let's look at the ROI over 12 months..."
4. Create Urgency: "The cost of inaction over the next quarter..."

**Timing Objection:**
1. Understand: "Help me understand what's driving that timeline..."
2. Uncover Cost: "What happens if you wait until next year?"
3. Pilot Option: "What if we started with a limited pilot?"

// Demographic Scoring
const demographicScore = {
  company_size: {
    '50-200': 15,
    '200-1000': 25,
    '1000+': 20
  },
  industry: {
    'technology': 25,
    'healthcare': 20,
    'finance': 20
  },
  revenue: {
    '1M-10M': 10,
    '10M-100M': 20,
    '100M+': 15
  }
};

// Behavioral Scoring
const behavioralScore = {
  email_opens: 2,
  email_clicks: 5,
  website_visits: 3,
  demo_request: 50,
  pricing_page_view: 15,
  case_study_download: 10
};

**Sequence 1: Cold Outreach (7 touches over 21 days)**

Email 1 (Day 1): Problem-focused intro
Email 2 (Day 4): Social proof/case study
Email 3 (Day 8): Resource sharing
Email 4 (Day 12): Different angle/persona
Email 5 (Day 16): Scarcity/urgency
Email 6 (Day 20): Break-up email
Email 7 (Day 25): Final value add

# Sales Efficiency Calculations
def calculate_sales_efficiency(revenue, sales_cost):
    return revenue / sales_cost

def monthly_recurring_revenue(deals):
    return sum(deal['value'] for deal in deals if deal['type'] == 'recurring')

def customer_acquisition_cost(marketing_spend, sales_spend, customers_acquired):
    return (marketing_spend + sales_spend) / customers_acquired

Tier 1 (High Value/High Probability): 20% of accounts, 60% of focus
Tier 2 (High Value/Low Probability): 30% of accounts, 25% of focus  
Tier 3 (Low Value/High Probability): 30% of accounts, 10% of focus
Tier 4 (Low Value/Low Probability): 20% of accounts, 5% of focus