Deal Qualification

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

# 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