deal-qualification

Deal Qualification

Help reps and managers objectively assess whether a deal is worth pursuing, identify gaps in qualification, and decide where to invest their time. The worst thing in sales is spending months on a deal that was never going to close — qualification prevents that.

Frameworks

MEDDIC (Recommended for Enterprise B2B SaaS)

The gold standard for complex, multi-stakeholder deals:

• M — Metrics: What quantifiable outcomes does the prospect expect?
• E — Economic Buyer: Who has the budget authority and final say?
• D — Decision Criteria: What factors will they use to choose a vendor?
• D — Decision Process: What are the steps, stakeholders, and timeline?
• I — Identify Pain: What specific problem are they solving?
• C — Champion: Who inside the account is actively selling for you?

BANT (Good for Simpler or Faster Sales Cycles)

• B — Budget: Do they have money allocated?
• A — Authority: Are you talking to the decision-maker?
• N — Need: Do they have a real problem you solve?
• T — Timeline: Is there urgency to act?

SPICED (Good for Customer-Centric Selling)

• S — Situation: What's their current state?
• P — Pain: What's broken or missing?
• I — Impact: What happens if they don't fix it?
• C — Critical Event: Is there a forcing function or deadline?
• E — Economic Decision: Who decides and how?
• D — Decision Criteria: How will they evaluate options?

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How It Works

┌─────────────────────────────────────────────────────────────────┐
│                   DEAL QUALIFICATION                              │
├─────────────────────────────────────────────────────────────────┤
│  MODES                                                            │
│  1. Score a Deal — Rate a specific opportunity on all criteria    │
│  2. Gap Analysis — Identify what's missing and how to fill it    │
│  3. Go/No-Go — Make a structured decision on whether to pursue   │
│  4. Pipeline Audit — Score multiple deals for prioritization      │
├─────────────────────────────────────────────────────────────────┤
│  OUTPUT                                                           │
│  • Qualification scorecard with red/yellow/green per criterion   │
│  • Gap analysis with specific next actions                       │
│  • Risk assessment and overall confidence level                  │
│  • Comparison against ideal deal profile                         │
├─────────────────────────────────────────────────────────────────┤
│  SUPERCHARGED (when you connect your tools)                      │
│  + ~~CRM: Deal data, contacts, company, and engagement velocity  │
│  + ~~CRM: Stage progression and probability scoring              │
│  + ~~conversation intelligence (Gong): Discovery call transcripts│
│  + ~~conversation intelligence (Gong): Champion engagement signals│
│  + ~~conversation intelligence (Gong): Competitor mentions in calls│
│  + ~~data enrichment (ZoomInfo): Company profile validation      │
│  + ~~data enrichment (ZoomInfo): Org chart for buying committee  │
│  + ~~data enrichment (Clay): Company signals and enrichment      │
│  + ~~data enrichment (LinkedIn): Stakeholder backgrounds         │
│  + ~~data enrichment (LinkedIn): Champion activity and tenure    │
│  + ~~chat: Internal deal discussions and risk flags              │
│  + ~~calendar/email: Meeting history and engagement signals      │
└─────────────────────────────────────────────────────────────────┘