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Proposing too early in the sales process can lead to failure, while proposing too late can also be detrimental. The typical sales timeline begins with an inquiry, which can originate from either the client or your company. This connection may occur through various means, such as visiting a website or meeting at a trade show. Once this connection is established, it's crucial to qualify the lead by confirming four key elements: does the potential client have a problem that your company can solve? Understanding the dynamics of this process is essential to ensure a successful project collaboration.