[mallyasubraya]

Don't get bogged down with process, jargon etc. Spend as much time as possible with your potential customers trying to understand the problem and understanding their work. 90% listening and 10 % nudging them to tell u more. Once u understand the problem you then start exploring solutions in partnership with them, that might solve their problem - help them do their job better, meet their objectives. The goal is convince them that you understand their problems and you and they can jointly create a solution that meets their needs.

Once you have success with early customers then you can think about formal sales process etc.