Deal Qualifier

Pipeline is full of deals reps like but cannot close, because the qualifying criteria were never tested. This skill scores an opportunity against a rigorous framework, exposes the missing information, and turns "I think we will win" into a defensible read with a clear list of what to go find out. Honest qualification is what makes a forecast trustworthy.

1. The framework to use (default MEDDICC; offer BANT for simpler cycles or SPICED for modern SaaS).
2. Everything known about the deal from notes, calls, and CRM.
3. The seller's typical deal profile, if useful for benchmarking.

Score each element of the chosen framework as Confirmed, Assumed, or Unknown, with the evidence. Never mark an element Confirmed on hope.

For MEDDICC:

• Metrics: the quantified business outcome the buyer expects. No metric means no compelling reason to buy.
• Economic buyer: the person who controls the money and has been engaged (not just named).
• Decision criteria: how they will choose, in their terms.
• Decision process: the actual steps and dates to a signature, including procurement and legal.
• Identify pain: the specific, owned pain driving action.
• Champion: someone with power and personal motivation selling for you internally.
• Competition: who else, including the status quo and "do nothing".

Then produce an overall health read (Strong, At risk, Long shot) driven by the weakest confirmed elements, not the average. A deal missing an engaged economic buyer is at risk no matter how strong the champion.

ALWAYS use:

# Deal Qualification: [Opportunity] | Framework: [name]
## Element-by-element (element | Confirmed / Assumed / Unknown | evidence)
## Overall health and why
## Biggest gaps (ranked)
## Next actions to de-risk (specific, per gap)
## Forecast recommendation (commit / best case / omit)

• Marking elements Confirmed based on the rep's optimism.
• Averaging scores to hide a fatal gap.
• Qualifying once and never re-running as the deal moves.

A deal with strong pain and a champion but an Unknown economic buyer and no decision process is scored At risk, with "get the champion to map the approval steps and introduce the budget owner" as the top next action.