Home / The tools
Chapter 05 of 08 · The tools
Try the thinking.
Three small tools I use to reason about pipeline, account fit and qualification. They run in your browser — nothing you type is sent anywhere.
Tool 01
Pipeline reverse calculator
Start from the revenue you need and work backwards to the activity required. The defaults are illustrative — use your own conversion rates.
Tool 02
ICP fit scorer
Tick what’s true for an account. Weights add up to 100.
0
Tier C
Tool 03
BANT qualification check
Score a live opportunity in ten seconds.
A quick screening aid — not a replacement for judgment. For complex enterprise deals, consider MEDDIC.
Your turn
Want these built into your CRM?
Scoring, qualification and pipeline math are far more useful when they run automatically.
30 minutes · no pitch · a clear next step