In this figure, you will notice that, over time, a priority increases from nice-to-have to want-to-have and, at one point, even reaches need-to-have. Sales organizations must excel at determining where clients and customers are on this horizon.

As the priority drops, a customer may go dark, leading you to believe that the "budget is spent,"not realizing that the conditions may soon change in your favor.

Pro tip:Open layers in the dock on the right-hand side. Turn layers on or off according to what best fits your use case.

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