#deal-scoring

Qualify opportunities with MEDDIC. Metrics: quantifiable business impact ('20% faster processing'). Economic Buyer: identify and engage decision maker who controls budget. Decision Criteria: understand evaluation process, scoring matrix, must-haves. Decision Process: map timeline, stakeholders involved, approval steps. Identify Pain: technical and business pain points, implications if unsolved. Champion: find internal advocate who sells on your behalf. Score each element 0-10. Deals below 40/60 need more qualification. Update after every call. Forecast only MEDDIC-qualified deals. Prevents wasted time on unwinnable deals.