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.
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.
The gold standard for complex, multi-stakeholder deals:
┌─────────────────────────────────────────────────────────────────┐
│ 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 │
└─────────────────────────────────────────────────────────────────┘
Tell me everything you know about the deal. I'll figure out what's missing.
# 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]
Each criterion scores 0-5:
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]