B2B Qualification Scorecard Tool

Score a deal in under 2 minutes and get a clear action: Push, Clarify once, or Nurture/Disqualify.

B2B Qualification Scorecard

Tap answers. Yes (2) · Partial (1) · No/Unknown (0). Max 16. Hard gates apply.

Step 1 of 8

1. Problem and impact

Is there a real business problem with measurable impact (scrap, downtime, rejects, lead time, cost, compliance, risk)?

Hard gate: this blocks Green.

Hard gates: Decision process known and Next step locked. If either is No/Unknown, the result cannot be Green.

Result
Total: 0/16 Red 0–7 · Yellow 8–12 · Green 13–16

Select answers

Use the score to decide whether to push, clarify once, or nurture-disqualify.

Hard gate missing: You cannot treat this as Green until decision process and next step are confirmed.

Focus areas

    For the full guidance, use the B2B qualification checklist.

    How to use:

    Answer the 8 checks.
    Yes = 2, Partial = 1, No/Unknown = 0.
    Max score is 16. Green is 13–16, Yellow is 8–12, Red is 0–7.

    Hard gates: If Decision process known or Next step locked is No/Unknown (0), the result cannot be Green. The tool caps it at Yellow and shows “Hard gate missing.”

    Results guide:
    Green = Push.
    Yellow = Clarify (one loop).
    Red = Nurture or disqualify. Do not forecast Red.

    Related resources:
    B2B qualification checklist
    Sales Meeting Next Steps
    B2B Discovery Questions
    Follow-Up That Works
    Sales Pipeline vs Forecast

    FAQ

    What is a B2B qualification scorecard?

    A fast way to rate a deal using the same criteria every time, so you stop guessing and focus your time on the right opportunities.

    What score is considered “good” in B2B?

    Green (13–16) is strong. Yellow (8–12) is workable if you can clarify the missing pieces quickly. Red (0–7) means keep it light and do not treat it like a near-term deal.

    Why can’t I get Green without decision process and next step?

    Because without a clear decision path and a locked next step, the deal can stall indefinitely. That is a control risk, even if everything else looks positive.

    Should I disqualify Red deals completely?

    Not always. Many Red deals are “not now.” Move them to nurture with a trigger, a follow-up date, and a light touch. Just do not invest heavy time or put them in your forecast.

    What should I do after I get Green?

    Move into deeper discovery and confirm decision criteria, risks, and constraints. Then lock the next step with a date and who needs to be involved.