Expertise
Deal & Lead Qualification
Better qualification means fewer surprises in the forecast and more wins on the deals that matter.
The frameworks I deploy
MEDDPICC
Metrics, Economic buyer, Decision criteria, Decision process, Paper Process, Identify pain, Champion, Competition.
My default for complex, multi-stakeholder deals.
SPICED
Situation, Pain, Impact, Critical event, Decision.
Customer-outcome focused, well suited to SaaS and recurring revenue.
CHAMP
Challenges, Authority, Money, Prioritisation.
Fast lead triage for SDR/BDR teams.
NEAT
Need, Economic impact, Access to authority, Timeline.
A value-based alternative to budget-first selling.
How I implement it
01
Assess
How you qualify today.
02
Tailor
The framework to your sales motion.
03
Train
Your team on real deals.
04
Build it into CRM
Required fields, deal-stage criteria and scoring.
Measure it: sales performance management
Qualification only sticks when you can see it. For HubSpot, Salesforce and Microsoft Dynamics, I set up real-time dashboards and KPIs for pipeline health, conversion and forecast accuracy, so management decides based on data, not gut feel.
What you gain
- More accurate forecasts
- Higher win rates
- Reps spending time on the right deals
- A team that knows why a deal is real
Ready to accelerate your sales?
Book a free 30-minute intake call with me. No obligation, just a straight conversation about where you are and what would help.