Sales playbook — buying signals

Buying signal: ask about annual seats. When a prospect references team rollout, headcount, or annual budget, treat it as a buying signal and propose the next concrete step (procurement intro, annual proposal, security questionnaire).

Discovery questions to repeat:
- Where do most of your live calls happen?
- Which calls are you most worried about — sales, hiring, customer success?
- Do you currently use a notetaker or copilot?

Objection handling:
- Price → anchor to ROI (one closed deal pays for the year).
- Security → defer to security FAQ.
- Vendor consolidation → highlight per-mode reference files as the differentiator.
