Qualify a deal at the deal level, on fit, need, means, timing, and winnability, so you decide honestly whether to pursue, nurture, or disqualify it.
Score the deal on each dimension. Use Strong, Partial, or Weak.
| Dimension | What it asks | Score |
|---|---|---|
| Fit | Does this match who you serve best? | |
| Need | Is the problem real and urgent? | |
| Means | Is there budget and decision authority? | |
| Timing | Are they ready to act in a real window? | |
| Winnability | Can you win against their alternatives? |
Pursue: strong on fit, need, and winnability, with real means and timing. Invest your selling effort here. Nurture: a genuine fit, but not ready, usually timing or means. Keep it warm and revisit. Disqualify: weak fit or winnability, or no real need. Close it out cleanly.
Disqualifying early is not failure. It is what frees your time for deals you can actually win and keeps your pipeline honest.
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