Deal Qualification

Score deals using MEDDIC, BANT, or custom frameworks. AI identifies qualification gaps, red flags, and recommends specific next actions to advance or qualify out.

Skill Details

Install this skill

Versionv1.0.0AuthorJorge ArteagaLicenseMITSections13

Works with

Claude CodeCursorWindsurf

When This Skill Owns the TaskWorkflow

Required Context to Gather FirstWorkflow

Before scoring a deal, ask for or infer:

Company name and deal size — ARR, contract value, or budget range?

Qualification data available — What do we already know from discovery?

Framework preference — MEDDIC, BANT, SPICED, or use all three?

Stage — Where is the deal in the sales cycle?

Timeline — Is there a stated or implied urgency?

Competitive situation — Are we the only option being evaluated?

SE investment so far — How much time has already been invested?

WorkflowWorkflow

Collect deal data — Ask for what's known across each qualification element.

Select the framework — Default to MEDDIC; use BANT for simpler deals, SPICED for complex or renewal.

Score each element — Rate 0-10 per element with explicit evidence or "Unknown."

Calculate total score — Apply the score guide to determine deal health.

Identify top gaps — Highlight the 2-3 elements with the lowest scores.

Prescribe next actions — For each gap, recommend the specific action to close it.

Produce the scorecard — Use the output format template below.

Core Frameworks

MEDDIC (Default Framework for Enterprise)

BANT (Simplified Framework for SMB / Short-Cycle Deals)

SPICED (Framework for Renewals and Expansion)

Output FormatTemplate

MEDDIC Qualification Scorecard

MARKDOWN

# Qualification Scorecard — [Company Name]
**Date:** [Date] | **Deal:** [Opportunity Name] | **Value:** [ARR/TCV]
**SE:** [Name] | **AE:** [Name] | **Stage:** [Stage]

## Score Summary

| Element | Score (0-10) | Evidence | Gap? |
|---------|-------------|----------|------|
| Metrics | [0-10] | [What we know] | [Yes/No] |
| Economic Buyer | [0-10] | [What we know] | [Yes/No] |
| Decision Criteria | [0-10] | [What we know] | [Yes/No] |
| Decision Process | [0-10] | [What we know] | [Yes/No] |
| Identify Pain | [0-10] | [What we know] | [Yes/No] |
| Champion | [0-10] | [What we know] | [Yes/No] |
| **TOTAL** | **/60** | | |

## Overall Score: [x/60] → [GREEN / YELLOW / RED]

## Top 3 Gaps to Close

### Gap 1: [Element with lowest score]
- **Current state:** [What we know or don't know]
- **Risk:** [What could go wrong if this stays unknown]
- **Next action:** [Specific action to close this gap]
- **Owner:** [SE / AE / Both]
- **By:** [Date]

### Gap 2: [Element]
[Same structure]

### Gap 3: [Element]
[Same structure]

## Recommendation

[ ] **Invest** — Advance to [next stage]. Assign full SE support.
[ ] **Conditional** — [Specific condition that must be met before investing more].
[ ] **Qualify Out** — [Reason]. Recommend revisiting in [timeframe].

## Proposed Next Steps
| Action | Owner | Due |
|--------|-------|-----|
| [Action] | [Name] | [Date] |

Scoring Thresholds

MEDDIC (60-point scale)

BANT (40-point scale)

Anti-PatternsReference

Cross-Skill IntegrationReference

Task	This Skill	Defer To
Score a deal against a qualification framework	Yes	—
Identify MEDDIC or BANT gaps	Yes	—
Recommend qualify-in vs. qualify-out decision	Yes	—
Run the discovery call to gather the data	No	sf-se-discovery
Build a detailed stakeholder influence map	No	sf-se-stakeholder-mapping
Create a win plan after qualifying in	No	sf-se-deal-strategy
Build the business case	No	sf-se-proof-of-value
Element	What to Confirm	Evidence Quality
Metrics	Quantified business outcome: revenue, cost, time	Strong: specific KPI with baseline and target
Economic Buyer	Person who owns budget and signs the contract	Strong: named, met with, confirmed authority
Decision Criteria	What they use to evaluate vendors	Strong: written RFP or stated list
Decision Process	How they make purchasing decisions	Strong: timeline, stages, approvers mapped
Identify Pain	The compelling event driving urgency	Strong: linked to a financial or operational impact
Champion	Internal advocate who will sell for you	Strong: has power + has pain + is actively selling
Element	Qualifying Question	Score If...
Budget	"Is budget approved or is this in planning?"	Approved = 10, Planning = 5, Unknown = 0
Authority	"Are you the decision maker, or does someone else need to approve?"	Confirmed EB = 10, Influencer = 5, Unknown = 0
Need	"How critical is solving this in the next 6 months?"	Critical = 10, Nice-to-have = 5, No = 0
Timeline	"When do you need this in place?"	<6 months = 10, 6-12 months = 7, >12 months = 3
Element	Focus	Key Question
Situation	Current state and context	What changed since the last renewal?
Pain	Unresolved problems or new needs	What's working poorly? What's the cost?
Impact	Business outcome tied to pain	What's the quantified impact of fixing this?
Critical Event	External deadline or trigger	What happens if this isn't solved by [date]?
Decision	Process and criteria	Who decides, on what criteria, by when?
Total Score	Status	Action
50-60	Green — Strong deal	Full SE investment; advance to next stage
35-49	Yellow — Fundable gaps	Invest with conditions; close 2+ gaps before demo
20-34	Red — Significant risk	Conditional investment; SE time capped at [X] hours
Below 20	Black — Qualify out	Document and park; revisit in 90 days
Total Score	Status	Action
33-40	Green	Advance
24-32	Yellow	Conditional
16-23	Red	Review
Below 16	Qualify out	Park
Anti-Pattern	Why It Fails	Fix
Assuming the first stakeholder you met is the economic buyer	They rarely are; signing authority often sits higher	Always ask: "Is there anyone whose sign-off is required beyond yourself?"
Treating "we have budget" as confirmed	Budget can be reallocated, cut, or require re-approval	Ask: "Is this approved today, or does it require a budget cycle?"
Champion without power	A champion who loves you but can't influence the EB won't move the deal	Assess: Does this person have a seat at the decision table?
Accepting vague timelines ("Q3 or Q4")	Allows the deal to slip indefinitely	Ask for the critical event: "What happens to the business if this isn't done by [date]?"
Skipping the Decision Process	You get surprised by procurement, legal, or a committee you didn't know existed	Map every approver, every stage, every timeline
Over-investing in a Red deal because of sunk cost	Wastes SE time that could go to Green deals	Apply the scorecard objectively; qualify out decisively
Not updating the scorecard after each call	Deals drift without anyone noticing	Rescore after every material touchpoint
Skill	When to Use It
sf-se-discovery	Run the discovery call that gathers the MEDDIC data
sf-se-stakeholder-mapping	Map the Economic Buyer, Champion, and other stakeholders
sf-se-deal-strategy	Build the win plan once the deal scores Green
sf-se-proof-of-value	Quantify the Metrics element with a formal business case
sf-se-competitive	Assess the competitive dimension of the Decision Criteria
sf-se-demo-scripts	Tailor the demo based on confirmed Pain and Decision Criteria