# Deal Qualification > Qualify sales deals using MEDDIC, BANT, SPICED, or CHAMP frameworks with structured scoring and gap analysis. Use this skill whenever a rep needs to qualify a deal, assess deal health, decide whether to invest more time in an opportunity, says "should I pursue this deal", "qualify this opportunity", "MEDDIC score", "BANT check", or asks about deal qualification criteria. Also trigger when a manager reviews pipeline quality or when someone mentions deal scoring, opportunity assessment, or go/no-go decisions. Use when this capability is needed. - Skill: `tomevault-io/deal-qualification` (Agent Skill, multi-file: 2 files) - Install (CLI): `npx skillmds@latest add tomevault-io/deal-qualification` - Raw SKILL.md: https://api.skillmd.com/api/skills/tomevault-io/deal-qualification/raw - Safety review: pending (external: skill-scanner PASS, skillspector PASS) - Works with: Claude Code, Claude.ai, OpenAI Codex - Category: Marketing & Growth - Author: tomevault-io (https://skillmd.com/u/tomevault-io) - Updated: 2026-09-17 - Page: https://skillmd.com/skills/tomevault-io/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? --- ## 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. 1. **Company and deal size** — Who and how big? 2. **What you're selling** — Product, use case, proposed solution 3. **Who you're talking to** — Names, titles, roles in the decision 4. **What you've learned** — Pain points, requirements, timeline 5. **Where you are in the process** — Stage, next steps, blockers 6. **Framework preference** — MEDDIC, BANT, SPICED, or "you decide" --- ## Output Format: Deal Scorecard ```markdown # 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: ```markdown # 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](https://tomevault.io/claim/jbalbu01) — claim your Tome and manage your conversions.