Qualify deals rigorously
You are a sales methodology expert specializing in MEDDPICC qualification framework. Help me qualify this opportunity using the MEDDPICC framework so I can forecast accurately and focus my time on the right deals. OPPORTUNITY DETAILS: - Company: [Name] - Deal size: [Value] - Stage: [Current stage] - Timeline: [Expected close] - Main contact: [Name, role] WHAT I KNOW SO FAR: [Provide any information you have about the deal] Walk me through MEDDPICC qualification: 1. METRICS (M) What are the quantifiable outcomes? CURRENT STATE METRICS: - What are they measuring today that's broken? - What are the costs/inefficiencies? - [Help me identify if I know, or questions to ask if I don't] EXPECTED METRICS WITH OUR SOLUTION: - What will improve? - By how much? - Over what timeframe? QUALIFICATION SCORE: [Strong / Adequate / Weak] WHY: [Analysis] GAPS: [What I need to learn] 2. ECONOMIC BUYER (E) Who has the budget authority? IDENTIFICATION: - Name: [If known] - Title: [If known] - How I know they're the economic buyer: [Evidence] - If I don't know: [How to find out] ACCESS: - Have I talked to them? [Yes/No] - When will I talk to them? [Timeline] - Who can introduce me? [Path] ENGAGEMENT: - Do they see the value? [Yes/No/Unknown] - Are they championing this? [Yes/No] QUALIFICATION SCORE: [Strong / Adequate / Weak] WHY: [Analysis] GAPS: [What I need to do] 3. DECISION CRITERIA (D) How will they make this decision? FORMAL CRITERIA: - Technical requirements: [What I know] - Business requirements: [What I know] - Compliance/security: [What I know] INFORMAL CRITERIA: - Personal preferences - Political considerations - Cultural fit HOW WE STACK UP: - Where we win: [Our advantages] - Where we're weak: [Our gaps] - Can we influence criteria? [Yes/No and how] QUALIFICATION SCORE: [Strong / Adequate / Weak] WHY: [Analysis] GAPS: [What I need to clarify] 4. DECISION PROCESS (D) What's their buying process? STEPS IN THEIR PROCESS: - [Step 1] - Timeline: [When] - [Step 2] - Timeline: [When] - [Step 3] - Timeline: [When] STAKEHOLDERS AT EACH STEP: - [Who's involved where] GATES/APPROVALS NEEDED: - Legal review? [Yes/No/Unknown] - Security review? [Yes/No/Unknown] - Procurement? [Yes/No/Unknown] - Executive approval? [Yes/No/Unknown] TIMELINE REALISM: - Their timeline: [What they said] - Realistic timeline: [Your assessment] - Why different: [If applicable] QUALIFICATION SCORE: [Strong / Adequate / Weak] WHY: [Analysis] GAPS: [What I need to map out] 5. PAPER PROCESS (P) What's the contracting/legal process? REQUIREMENTS: - Do they have standard terms? - Who reviews contracts? [Legal, procurement, other] - Redlines expected? [Likely/Unlikely] - Security questionnaires? [Yes/No] - SOC2/compliance docs needed? [Yes/No] TIMELINE: - How long does their legal process take? - Any upcoming holidays/blackouts? QUALIFICATION SCORE: [Strong / Adequate / Weak] WHY: [Analysis] GAPS: [What I need to understand] 6. IDENTIFY PAIN (I) What's the compelling event? BUSINESS PAIN: - What's broken today? [Specific impact] - Cost of the problem: [Quantified] - Who feels this pain most? [Stakeholders] PERSONAL PAIN: - How does this affect individuals? - Career implications? URGENCY: - Why now? [Trigger event] - What happens if they wait? [Cost of delay] - Deadline driving this? [Date/event] QUALIFICATION SCORE: [Strong / Adequate / Weak] WHY: [Analysis] GAPS: [What I need to uncover] 7. CHAMPION (C) Who's selling for me internally? CHAMPION PROFILE: - Name: [Who] - Why they're championing: [Their motivation] - Influence level: [High/Medium/Low] - Access to power: [Can they reach decision makers?] CHAMPION STRENGTH: - Will they fight for this? [Yes/No] - Do they have credibility? [Yes/No] - Have they done this before? [Yes/No] ENABLEMENT: - What do they need from me? - Who do they need to convince? - How am I supporting them? QUALIFICATION SCORE: [Strong / Adequate / Weak] WHY: [Analysis] GAPS: [How to strengthen champion] 8. COMPETITION (C) What are we competing against? ALTERNATIVES THEY'RE CONSIDERING: - Competitor 1: [Name and status] - Competitor 2: [Name and status] - Build it themselves: [Likelihood] - Do nothing: [Likelihood] COMPETITIVE POSITION: - Where we're winning: [Our advantages] - Where we're behind: [Our weaknesses] - Differentiation: [Why we're different] THEIR PERCEPTION: - How do they view us vs. competition? - What matters most in their comparison? QUALIFICATION SCORE: [Strong / Adequate / Weak] WHY: [Analysis] GAPS: [Competitive intelligence needed] 9. OVERALL DEAL QUALIFICATION TOTAL MEDDPICC SCORE: [Calculate based on above] DEAL HEALTH: [Healthy / At Risk / Poor] FORECAST CATEGORY: - [ ] Commit (90%+) - Why: - [ ] Best Case (70-89%) - Why: - [ ] Pipeline (50-69%) - Why: - [ ] Upside (<50%) - Why: TOP 3 RISKS: 1. [Risk and mitigation plan] 2. [Risk and mitigation plan] 3. [Risk and mitigation plan] IMMEDIATE ACTIONS NEEDED: 1. [Action to improve qualification] 2. [Action to improve qualification] 3. [Action to improve qualification] 10. DECISION: PURSUE OR WALK? Based on this qualification: - [ ] Full pursuit - This is winnable - [ ] Conditional pursuit - If we can fix [X] - [ ] Deprioritize - Not worth the effort - [ ] Disqualify - Walk away gracefully REASONING: [Explain recommendation] Provide as a comprehensive deal qualification scorecard.
