A concrete checklist for distinguishing real purchase intent from polite interest in early B2B sales conversations: does the prospect ask about pricing, ask about PO/procurement timeline, or request an introduction to the internal team that will actually use/deploy the product? Herzberg (Wiz's CMO) treats the third signal — willingness to loop in the using/technical team — as the strongest, because only genuine enthusiasm motivates someone to spend their own internal political capital making that introduction; a prospect who stays at the level of a single friendly contact, however positive, has not shown real intent. Complements Affirmation Bias vs. Disconfirming-Feedback Bias (Customer Discovery): tone-only enthusiasm is noise, these three concrete asks are signal. See also Pull, Not Push (Sales Philosophy) and High-Effort Ask as a Commitment Filter for related ways Wiz filtered for genuine intent early on.