# Qualification Stage — Elaboration

## Criteria Guidance

### Good criteria — concrete and verifiable

- "BANT criteria are each scored with supporting evidence from discovery conversations or research"
- "ICP fit score includes at least 5 weighted dimensions with justification for each rating"
- "Deal brief identifies the economic buyer by name and documents their decision-making authority"

### Bad criteria — vague (no clear check)

- "Prospect is qualified"
- "BANT is filled out"
- "Deal looks good"

