9. Choose / Route
QUALIFY → CAPTURE → CHOOSE / ROUTE → DEFINE NEXT STEP
Commercial fit? → Sales
Demo or product depth? → Presales
Unknown answer? → Escalate where necessary
Follow-up promised? → Define Next Step
A good route includes context. Do not just point at another colleague.
Handover
“This is Anna from a 2,000-user manufacturing company. They use Microsoft 365 today and want to understand on-prem deployment and migration.”