States, Archetypes, and Conversation Score
Articles in this pillar
Decidido Archetype: high intent, short window — the risk is friction, not the argument
They have already chosen or are about to. Every extra form is an open door for the competitor.
The Loyal Archetype: They Already Trust You — The Risk is Taking Them for Granted
They don't need a sales pitch; they need consistency, recognition, and expansion at the right time.
The Scholar Archetype: Seeks Evidence and Converts with Confidence, Not Pressure
They know what they want—they just need proof. Case studies, technical comparisons, and demos tailored to their scenario. Rushing them destroys the sale.
Explorer Archetype: Active Curiosity, Immature Criteria
They know they have a pain point but haven't defined what they want. The key is qualification with context — transforming curiosity into a legible need.
Turista Archetype: high volume, low intent — and the mistake of wasting salesperson time on them
Those who arrive out of curiosity, not pain. Nurture lightly, filter intelligently, and protect sales capacity.
States, Archetypes, and Conversation Score: Operating Intention in Real Time
The three instruments that make intention readable: where the decision is, how the customer decides, and how far the conversation has progressed.
Conversational Archetypes: The 5 MCI Decision Patterns
Five recurring patterns that change how the next turn should be constructed
Conversation Score: How to Measure the Health of a Conversation in Real Time
The continuous index that becomes an operational trigger — not an end-of-month report