Answer 13 questions about your deal and get a score, a pillar-by-pillar breakdown, and specific next actions. Built from years of enterprise sales experience.
Who this tool is for
This tool is built for B2B technology sales — complex, multi-stakeholder enterprise deals with long sales cycles. If that is your world, it will be highly relevant. If you are selling transactional products, high-volume SMB, or consumer goods, the framework will be less applicable. The concepts draw from MEDDICC, BANT, and years of enterprise sales experience — they are most powerful in environments where deals involve multiple decision makers, significant budget, and a formal buying process.
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🎯 Pillar 1 — Pain
Question 1 of 13
Have you identified a challenge your prospect cannot solve alone?
⚠️ No identified pain means no deal. This is a hard stop — remove this from your pipeline until a real challenge is surfaced.
Question 2 of 13
Is this challenge business critical — does it directly impact revenue, risk, or cost for the organisation?
🏆 Pillar 2 — Champion
Question 3 of 13
Have you identified a champion for this deal — someone inside the prospect organisation who wants this to happen?
⚠️ No champion means no deal. Without an internal advocate with access to power, this opportunity cannot progress. Focus on building this relationship before forecasting.
Question 4 of 13
Have you tested your champion against these criteria: they have access to power and can influence the final decision; they are actively selling your solution internally when you are not in the room; they have a personal stake in the project's success; they have credibility — others listen to them.
⚠️ An untested champion is a risk. A contact who hasn't proven they will advocate for you internally is a coach at best, not a champion. This deal cannot reach Forecast until this is validated.
⏰ Pillar 3 — Urgency
Question 5 of 13
Is there a compelling event with a specific deadline driving urgency — a date, consequence, or external trigger that makes doing nothing costly?
⚠️ No urgency means this deal will slip. Without a compelling event, there is no reason for your prospect to prioritise this over everything else on their plate. Maximum outcome: Watch List.
💰 Pillar 4 — Commercial
Question 6 of 13
Is there a qualified budget — either allocated or with a clear approval path?
⚠️ Unqualified budget means this deal is Too Early at best. Get budget confirmed before moving this forward.
Question 7 of 13
Has your champion approved the pricing in principle, subject to buying committee sign-off?
Question 8 of 13
Have you qualified the full decision making process — including legal, procurement, and any other stakeholders with veto power?
📋 Pillar 5 — Process & Alignment
Question 9 of 13
Has the full buying committee been identified and mapped — do you know who all the decision makers and influencers are?
Question 10 of 13
Have you agreed a mutual action plan with your champion — a shared timeline of steps to close?
⚠️ No MAP means no shared commitment to close. A champion who won't agree to a mutual action plan is not truly championing you. Maximum outcome: Too Early.
Question 11 of 13
Do you have written confirmation of your champion's commitment to the MAP — have they confirmed it in writing, not just verbally?
Question 12 of 13
Have you quantified the business impact — is there a clear ROI or value calculation that justifies the investment?
Question 13 of 13
Has the business case been formally presented to the buying committee — not just your champion?
Once you've answered all 13 questions, get your score and next actions.
Please answer all 13 questions before submitting.
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