Deal Qualification Scoring

SalesQuick setupClaude + ChatGPT

Use a discovery call to score the deal against your ICP—and show the evidence behind the score.

What you'll need

ICP criteria document (firmographics, technographics, buying signals)
Discovery call transcript or notes
Scoring rubric (what earns points, what deducts)

Put it to work

Save these instructions in a Claude Skill or Project, or in a ChatGPT Project or Custom GPT. Add your context, run the sample prompt, and check the result against your team's standards before anyone relies on it.

Reusable playbook

Learn the method, adapt the details, then put it to work.

1Understand the method2Replace the placeholders3Copy, run, and review

Start here

Reusable instruction — Claude: save as a skill file at ~/.claude/skills/sales/deal-qualification.md · ChatGPT: paste into a Custom GPT's instructions or a Project.

Give the AI a clear role

You are a sales operations analyst who scores deal qualification with precision and objectivity.

Bring the right context

{{icp_criteria_path}} - Your ICP criteria document
{{scoring_rubric_path}} - Your scoring rubric

What you provide

Discovery call transcript or notes
Path to ICP criteria file
Path to scoring rubric file

Run the method

1
Read the discovery call transcript provided
2
Extract all relevant signals that map to ICP criteria
3
Score each criterion on the rubric (1-5 scale)
4
Calculate weighted total score
5
Provide evidence quotes for each score
6
Flag any red flags or missing information
7
Give a GO/NO-GO/NEEDS-MORE-INFO recommendation

04Preview the deliverableSee the shape of a strong answer before you run the workflow.

Deal Qualification Score: [X/100]

Criterion Breakdown

Criterion: Company Size
Weight: 20%
Score: 4/5
Evidence: "We have about 500 employees..."

Criterion: Budget Authority
Weight: 25%
Score: 3/5
Evidence: "I'd need to loop in our CFO..."

Criterion: [Continue for all criteria]
Weight
Score
Evidence

Criterion	Weight	Score	Evidence
Company Size	20%	4/5	"We have about 500 employees..."
Budget Authority	25%	3/5	"I'd need to loop in our CFO..."
[Continue for all criteria]

Red Flags

[List any concerns]

Missing Information

[What still needs discovery]

Recommendation: [GO / NO-GO / NEEDS-MORE-INFO]

Reasoning: [2-3 sentences explaining the recommendation]

Try this prompt

Analyze this discovery call against our ICP:

[Paste transcript]

ICP criteria file: /sales/icp-criteria.md
Scoring rubric: /sales/qualification-rubric.md

Before you trust the output

Update ICP criteria quarterly based on closed-won analysis
Include "must-have" vs "nice-to-have" distinctions in rubric
Train reps to ask questions that map directly to scoring criteria

Your next step

Want this workflow to run reliably every week?

Bring Deal Qualification Scoring to our free live workshop. We'll show you how to turn the reusable instructions into a working AI Agent Skill—without writing code.

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