Conversation nudges
If they're hesitant
"What would it mean if your team got back just two hours per week on this?"
If they say "we've tried AI"
"What specifically didn't work? Was it the tool, the data, or the change management?"
If they can't prioritise
"If you could only fix one thing in your team's workflow before the end of the year, what would it be?"
Closing the discovery
"Based on what you've shared, I'd like to show you three use cases I think are worth scoring. Can I walk you through the evaluator?"