Create a structured discovery and qualification script for wholesale shippers using a MEDDIC/BANT hybrid adapted to transport, shipping & storage. Focus on quantifying [AnnualLogisticsSpend], pain tied to OTIF %, demurrage/detention exposure, and warehouse throughput. Target roles [DecisionMakerTitles] across Ops, Finance, and Procurement.
Output requirements:
A numbered discovery script (12–16 questions) mapped to MEDDIC/BANT elements.
A Markdown “Qualification Scorecard” table: Dimension, Signal, Score (0–5), Evidence, Next Step.
A meeting recap email template referencing [ProductOffering] and [Differentiators] (e.g., network density, WMS/ TMS integrations, value-added services).
SQL entry criteria tailored to [CRM_Name] with fields and picklists.
Include industry-specific probes (e.g., lane volatility, peak-season surcharges, reverse logistics) and specify hard disqualifiers (e.g., sub-[MinVolumeThreshold] shipments/month).