tomevault-io 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?
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 │
└─────────────────────────────────────────────────────────────────┘
Getting Started
- "Score this deal using MEDDIC"
- "Is this deal worth pursuing? Here's what I know..."
- "What gaps do I have in qualifying [Company]?"
- "Review my pipeline — which deals are real?"
- "I have a go/no-go meeting — help me prepare"
What I Need From You
Tell me everything you know about the deal. I'll figure out what's missing.
- Company and deal size — Who and how big?
- What you're selling — Product, use case, proposed solution
- Who you're talking to — Names, titles, roles in the decision
- What you've learned — Pain points, requirements, timeline
- Where you are in the process — Stage, next steps, blockers
- Framework preference — MEDDIC, BANT, SPICED, or "you decide"
Output Format: Deal Scorecard
# Deal Qualification: [Company Name]
**Date:** [Today]
**Framework:** [MEDDIC]
**Deal Size:** [$ amount]
**Stage:** [Current stage]
**Rep:** [Name]
---
## Qualification Score: [X / 30]
| Criterion | Score (0-5) | Status | Evidence |
|-----------|------------|--------|----------|
| **Metrics** | [0-5] | 🟢🟡🔴 | [What we know] |
| **Economic Buyer** | [0-5] | 🟢🟡🔴 | [What we know] |
| **Decision Criteria** | [0-5] | 🟢🟡🔴 | [What we know] |
| **Decision Process** | [0-5] | 🟢🟡🔴 | [What we know] |
| **Identify Pain** | [0-5] | 🟢🟡🔴 | [What we know] |
| **Champion** | [0-5] | 🟢🟡🔴 | [What we know] |
**Score Guide:** 🟢 25-30 (Strong) | 🟡 15-24 (Needs Work) | 🔴 0-14 (At Risk)
---
## Confidence Level: [High / Medium / Low]
[One paragraph assessment of overall deal health and likelihood to close]
---
## Gap Analysis
### Critical Gaps (Must Fill)
1. **[Gap]** — [Why it matters] — **Action:** [Specific step to fill this gap]
2. **[Gap]** — [Why it matters] — **Action:** [Step]
### Important Gaps (Should Fill)
1. **[Gap]** — **Action:** [Step]
### Nice to Have
1. **[Gap]** — **Action:** [Step]
---
## Risk Assessment
| Risk | Severity | Mitigation |
|------|----------|------------|
| [Risk 1] | High/Med/Low | [What to do] |
| [Risk 2] | ... | ... |
---
## Recommended Next Steps
1. [Most important action with specific guidance]
2. [Second priority]
3. [Third priority]
---
## Go / No-Go Recommendation
**Recommendation:** [PURSUE / PURSUE WITH CAUTION / DEPRIORITIZE / WALK AWAY]
**Rationale:** [Why — based on the evidence]
**Conditions to Continue:** [What must be true to keep investing in this deal]
Scoring Guide
Each criterion scores 0-5:
- 5 — Fully Validated: Clear evidence, confirmed by the prospect
- 4 — Strong Indication: Good evidence but not fully confirmed
- 3 — Partial: Some information but significant gaps remain
- 2 — Assumed: Based on inference, not direct confirmation
- 1 — Unknown: We know we need this but don't have it
- 0 — Missing/Negative: No information or actively concerning signals
Pipeline Audit Mode
When reviewing multiple deals, I'll produce a ranked list:
# Pipeline Qualification Audit
| Rank | Deal | Size | Score | Confidence | Key Risk | Action |
|------|------|------|-------|------------|----------|--------|
| 1 | [Deal A] | $X | 26/30 | High | [Risk] | [Action] |
| 2 | [Deal B] | $X | 21/30 | Medium | [Risk] | [Action] |
| ... | ... | ... | ... | ... | ... | ... |
## Summary
- **Strong deals:** [Count] worth $[total]
- **At-risk deals:** [Count] worth $[total] — need attention this week
- **Recommended deprioritize:** [Count] worth $[total]
Related Skills
- discovery-guide — Fill qualification gaps with better discovery
- proposal-builder — Build proposals for well-qualified deals
- win-loss-analysis — Learn from past deal outcomes to improve qualification
- roi-calculator — Quantify the Metrics criterion
Converted and distributed by TomeVault — claim your Tome and manage your conversions.