--- title: Deal & Lead Qualification | Optum Nova description: Deal and lead qualification with MEDDPICC, SPICED, CHAMP and NEAT, built into your CRM. A forecast you can trust and more wins on the deals that matter. --- [![Optum Nova](https://optumnova.com/hs-fs/hubfs/optumnova-site/img/logo-horizontal.png?width=170&height=50&name=logo-horizontal.png)](https://optumnova.com/?hsLang=en) - Services - [Fractional Sales Leadership](https://optumnova.com/fractional?hsLang=en) - [Interim Sales Leadership](https://optumnova.com/interim?hsLang=en) - [CRM & HubSpot](https://optumnova.com/crm?hsLang=en) - Expertise - [Deal & Lead Qualification](https://optumnova.com/qualification?hsLang=en) - [Sales Intelligence & AI](https://optumnova.com/sales-intelligence?hsLang=en) - [Customers](https://optumnova.com/customers?hsLang=en) - [About](https://optumnova.com/about?hsLang=en) - [Contact](https://optumnova.com/contact?hsLang=en) - [NL](https://optumnova.com/nl/kwalificatie) - [Book a call](https://optumnova.com/meeting?hsLang=en) Deal & Lead Qualification # Know which deals are real A full pipeline means nothing if half of it will never close. I help your team qualify leads and deals the same way, every time, and build it into your CRM. So your forecast holds, and your best people spend their time on deals they can actually win. [Book a free 30-min call](https://optumnova.com/meeting?hsLang=en) ## Sound familiar? - Your pipeline looks healthy, yet the quarter still comes down to hope. - Deals sit in “proposal” for months and nobody dares to close them out. - Marketing says the leads are good. Sales says they’re not. - Every rep has their own idea of what a qualified deal is. - You lose late, to “no decision”, after weeks of work. ## I’ve been there I know this problem from the inside. For years (long ago) I ran a huge pipeline: many, many deals, and only a handful that closed at the end. On paper it looked great. In the forecast call it didn’t. What changed it wasn’t working harder. It was experience, better data and a different approach in qualification (ao MEDDPICC). My management and I could finally see which deals were real and which were hope, and our results improved drastically. In more than 35 years of complex B2B sales, including at IBM and SAS, I learned that deals are rarely lost at the end. They’re lost at the start, when nobody asks who signs, what the problem costs and why the customer has to act now. I bring the method, the questions and the CRM setup that make those questions a habit for your whole team. ## Two moments that make or break your pipeline ### Lead qualification The handover from marketing to sales. I help you define your ideal customer profile, agree what makes a lead sales-ready, and set up lead scoring and routing, so reps only chase leads worth a conversation. ### Deal qualification The path from first meeting to signature. I define clear exit criteria for every deal stage and run deal reviews that test the evidence, so every deal in the forecast has earned its place. ## The frameworks I use There is no single best framework. I pick the one that fits your deal size, sales cycle and team, and make it practical. ### MEDDPICC *Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identify pain, Champion, Competition.* My default for complex deals with many stakeholders and long cycles. ### SPICED *Situation, Pain, Impact, Critical event, Decision.* Built around the customer’s outcome. A strong fit for SaaS and recurring revenue. ### CHAMP *Challenges, Authority, Money, Prioritisation.* Fast, conversational lead triage for SDR and BDR teams. ### NEAT *Need, Economic impact, Access to authority, Timeline.* Value first, for buyers who don’t start with a budget. ## Built into your CRM, not into a slide deck A framework that lives in a training deck is forgotten within a month. I build it into the tool your team already uses every day. HubSpot is where I do most of my work, and I also work with Salesforce and Microsoft Dynamics. - Required fields and exit criteria per deal stage - Lead scoring and routing based on your ideal customer profile - Deal review templates and playbooks for your managers - Dashboards for pipeline health, conversion and forecast accuracy ## What you gain - A forecast you can defend in the boardroom - Higher win rates on the deals you choose to pursue - Fewer stalled deals and fewer late “no decisions” - Reps who spend their time on the right opportunities - One shared language between marketing, sales and management ## How I work 01 ### Assess I review how you qualify today, using your pipeline, your lost deals and conversations with your team. 02 ### Design I pick and tailor the framework to your sales motion and define clear criteria for leads and for each deal stage. 03 ### Embed I train your team on their own live deals, not on textbook examples, and coach managers to run better deal reviews. 04 ### Build and measure I put it into your CRM and set up the dashboards, so you can see whether it sticks and where to adjust. ## Frequently asked questions ### Which framework is right for us? That depends on your deal size, sales cycle and the people involved in buying. Many teams use a light framework for leads and a deeper one for deals. I’ll give you my recommendation in the intake call. ### Won’t this slow my reps down? The opposite. Good qualification takes a few extra questions at the start and saves weeks on deals that were never going to close. ### We already use MEDDPICC. Why doesn’t it work? Usually because it lives in a training deck instead of the CRM and the deal reviews. I make it part of the daily routine, so it becomes a habit rather than a form. ### Do I need HubSpot? No. HubSpot is where I do most of my work, but the same approach works in Salesforce and Microsoft Dynamics. ## Find out which deals in your pipeline are real In a free 30-minute call, I’ll look at how your team qualifies today and name the two or three changes that would make the biggest difference to your forecast. No obligation, no sales pitch. [Book your free call](https://optumnova.com/meeting?hsLang=en) ![Optum Nova](https://optumnova.com/hs-fs/hubfs/optumnova-site/img/mark.png?width=52&height=51&name=mark.png) OPTUM NOVA Commercial engineering in B2B sales Services [Fractional Sales Leadership](https://optumnova.com/fractional?hsLang=en) [Interim Sales Leadership](https://optumnova.com/interim?hsLang=en) [CRM & HubSpot](https://optumnova.com/crm?hsLang=en) Expertise [Deal & Lead Qualification](https://optumnova.com/qualification?hsLang=en) [Sales Intelligence & AI](https://optumnova.com/sales-intelligence?hsLang=en) [Customers & Cases](https://optumnova.com/customers?hsLang=en) Contact Rozengaarde 38, 3831 CD Leusden [info@optumnova.nl](mailto:info@optumnova.nl) [+31 6 51 80 87 98](tel:+31651808798) KvK 72231521 · VAT NL001956925B38 [Client login](https://optumnova.eu.teamwork.com/launchpad/login/projects) © 2026 Optum Nova [Disclaimer](https://optumnova.com/disclaimer?hsLang=en) [Terms & Conditions](https://optumnova.com/termsandconditions?hsLang=en) [Privacy](https://optumnova.com/privacy?hsLang=en)