AI Prompts for Sales Qualification

Qualification is a repeated decision, not a one-time gate: at each stage, is there enough evidence to keep investing in this deal? Frameworks such as MEDDICC or BANT are checklists of what to know; the discipline is in requiring evidence for each item, defining what must be true to exit each stage, and treating disqualification as a valid, even valuable, outcome.

These prompts define the framework and exit criteria for your sales motion, score a live opportunity on evidence, and structure the disqualify decision. They complement discovery call analysis (which extracts the evidence) and deal review (which inspects the deal as a whole).

Before you use these

Have these ready to replace the highlighted [variables]:

• Your sales process stages and what typically happens at each
• Your current qualification framework, if any, and how consistently it is used
• A live opportunity with its evidence, for scoring
• Win/loss patterns you know about (why deals die late)

The prompts

• 1. Define the qualification framework and stage exit criteria
• 2. Score a live opportunity on evidence
• 3. Structure the disqualify decision

1. Define the qualification framework and stage exit criteria

Act as a sales process designer defining a qualification framework for [company / sales motion].

Stages: [list with what happens at each]
Deal profile: [size, cycle, committee size, typical competition]
Loss patterns: [why deals die late; where forecast deals slip]
Current framework: [if any, and how it is used]

1. Select and adapt a framework (MEDDICC, BANT, or a hybrid). For each field: definition specific to our motion, what counts as evidence (stated by the prospect, documented, observed) versus inference, and the question that gets it.
2. Stage exit criteria: for each stage, the fields that must be evidenced (not just filled) to advance, and the fields that may still be open. Tie the criteria to the loss patterns — if deals die on missing economic-buyer access, that becomes an exit criterion earlier.
3. Disqualify triggers: conditions that should end pursuit at each stage, and the rule that makes disqualifying a rep's decision to make rather than avoid.
4. Evidence standards: examples of what does and does not count for the three fields most often faked (champion, economic buyer, timing).
5. How the framework is used in practice: CRM fields, review cadence, coaching questions.
6. One-page rep guide.

Keep the framework proportionate to the deal size — enterprise rigor on a two-week transactional cycle will be ignored.

2. Score a live opportunity on evidence

You are scoring an opportunity against a qualification framework.

Opportunity: [account, stage, amount, close date, what we know per field with the source of each item]
Framework and exit criteria: [paste]

1. Score each field: evidenced (with the source), partially evidenced, assumed, unknown. Give a 0–3 score per field with a one-line justification.
2. Overall rating (strong / adequate / weak / unqualified) using a stated rule, not an average that hides a fatal gap.
3. The stage the evidence supports versus the current stage. If lower, say so and what would need to be true to advance.
4. Gaps ranked by risk to the deal, each with the action, the person who can provide the evidence, and the deadline relative to the close date.
5. Forecast implication: should this be commit, best case, or pipeline — based on evidence, with the reason.
6. Three coaching questions for the rep.

Do not let deal size or the rep's confidence lift a score. A field with no evidence scores zero.

3. Structure the disqualify decision

Act as a sales manager structuring a disqualify decision for [opportunity] at [account].

Evidence: [qualification scores, what has happened, time open, activity, prospect responsiveness]
Disqualify triggers fired: [which]
Cost of continuing: [rep hours per month, SE time, opportunity cost]

1. The case for disqualifying: triggers fired, evidence missing, patterns matching past losses — stated factually.
2. The case for continuing: any genuine evidence of progress or a specific event that would change the picture, with the date it will be known.
3. Cost of continuing versus the realistic probability and value — a simple expected-value comparison with the assumptions stated.
4. Recommendation: disqualify / continue to a specific checkpoint / downgrade to nurture — with the condition attached.
5. Exit message to the prospect (if disqualifying): honest, respectful, leaves the door open, asks nothing. Under 80 words.
6. Re-entry trigger: the event that would justify reopening, and how the account is monitored for it.
7. Learning: what this deal should change in ICP, targeting or qualification.

Make the recommendation clearly. Deals kept open 'just in case' distort the forecast and cost the team.

Stage exit criteria, illustrated

How exit criteria look once they require evidence. Adapted from a MEDDICC-style framework for a six-stage motion.

Related prompts

• Discovery Call Analysis
• Deal Reviews
• Buyer and Buying Committee Mapping
• Sales Forecasting
• Stalled Deals
• Discovery Call Preparation

Logical next step

After this, most sales teams move on to Discovery Call Analysis.

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