Toolbox · Enterprise AE to Sales Manager
Ten questions you can ask about any deal without knowing the account. The score matters less than the split between what you have verified and what you have assumed.
How to use it. Run it on your own pipeline every week for a quarter. Then run it on a peer's deal and ask only questions. Then show it to your VP. You will not be proposing a framework, you will be showing something you already use, which is a different conversation entirely.
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Three answers carry a veto: economic buyer, compelling event, and champion proof. If any of those is unknown, the deal is not forecastable no matter what the other seven say. Volume of good answers does not cover a hole in the middle.
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