At what stage of the ENGAGE sales cycle do we complete and receive sign-off on the ECT?

The correct stage in the ENGAGE sales cycle where we complete and receive sign-off on the Engagement Completion Template (ECT) is during the Solution phase. This is a critical point in the sales process as it involves finalizing the specific solutions that have been discussed and agreed upon, aligning them with the prospect's requirements and expectations.

During the Solution stage, the sales team collaborates closely with the customer to ensure that the proposed solutions meet their needs and address any concerns. The ECT serves as a formal document capturing these agreements and outlines what was discussed, ensuring both parties have a mutual understanding of the solution being offered. By obtaining sign-off on the ECT at this stage, it solidifies the customer's commitment and prepares both sides for the next steps in the sales process, including the actual deal closing.

In contrast, other stages such as Understand and Align, Close the Deal, and Identify Needs focus on different objectives within the sales cycle. The Early stages, like Identify Needs and Understand and Align, are about gathering information and establishing a relationship, while the Close the Deal stage is primarily concerned with finalizing the sale and ensuring all legal and logistical aspects are completed. Therefore, the Solution phase is the most appropriate context for completing and signing off on the E