deal-qualification-gates
Installation
SKILL.md
Deal Qualification Gates: Evidence, Not Enthusiasm
The 2025 Ebsta x Pavilion benchmark put average B2B win rates at 19%. Most of that waste is not lost at the negotiation table; it is manufactured months earlier, when a conversation gets logged as a deal and nobody ever checks whether the evidence behind it hardened. CRM stages measure where a deal is. Almost nobody measures how WELL you know what you claim to know about it.
This skill installs that second axis: an evidence-quality score per qualification dimension, minimum scores per stage, and a standing qualify-or-kill discipline. Gates, not fields. Adding more CRM fields will not fix a forecast; minimum evidence per stage will.
The Evidence-Quality Scale
Score every qualification dimension 1 to 5. The scale grades evidence, never rep enthusiasm:
| Score | Grade | Meaning |
|---|---|---|
| 1 | Unknown | Never asked. |
| 2 | Weak | Surface mention, uncorroborated ("they said budget shouldn't be an issue"). |
| 3 | Confirmed | Buyer said it explicitly and it is logged (quote, transcript, email). |
| 4 | Quantified | There are numbers behind it (cost of the problem, headcount affected, deadline date). |
| 5 | Validated | Corroborated by a third party or system data (their CFO repeated it, usage data shows it, a signed evaluation plan names it). |