Use cases
/
Deal execution & follow-up

Qualify opportunities consistently with AI

Early-stage opportunities often don’t get qualified until it’s too late — and by then, the quarter is already at risk. Scratchpad qualifies opportunities with AI in seconds, applying MEDDICC, BANT, SPICED, or your custom framework directly to every deal. Sellers know which opportunities to pursue, leaders see consistent pipeline quality, and RevOps gets framework adoption without extra work.

‍

The hidden cost of poor qualification
  • Sellers chase the wrong deals when qualification happens late or inconsistently.
  • Sales leaders lose forecasting confidence when early-stage opportunities aren’t vetted.
  • RevOps struggles to enforce frameworks, leading to bloated pipelines and messy data.

Accurate qualification powered by AI

Scratchpad makes qualification fast, structured, and repeatable, in the flow of where sellers work.‍


Before: Reps wait on manager input and apply frameworks inconsistently.‍


After: Every deal is mapped instantly — no bottlenecks, no guesswork. Faster qualification means more time spent advancing winnable deals.
‍

  • Apply MEDDICC, BANT, SPICED, or custom frameworks to any opportunity in one click.
  • AI reviews calls, notes, and Salesforce fields to generate structured qualification.
  • Sellers get quadrant clarity (fast close, educate, nurture, disqualify) and confidence in next steps.
  • Leaders see consistent execution and cleaner Salesforce data.
  • RevOps enforces process without chasing adoption.

How it works

Step 1: Connect data sources

  • Desktop Scratchpad Notetaker: Works with all meeting platforms
  • Scratchpad Notetaker Bot: Joins meetings on Teams, Google Meet, and Zoom
  • Zoom or Gong: Sync calls directly into Scratchpad
  • Gmail: Pull in deal-critical conversations alongside call notes


Step 2: Build your qualification prompt

  • Turn your matrix or framework into a structured AI prompt. See example prompt below or learn how to configure Ask AI Prompts.


Step 3: Qualify any deal in one click

  • Go to Ask AI on any Opportunity record
  • Select your qualification prompt
  • Review the output and decide how to move forward
    ‍
Example Prompt
Evaluate this deal using our internal qualification framework. Your task is to determine which quadrant the deal falls into: Fast Close, Education, Nurture, or Disqualify. Then complete a structured evaluation of the opportunity to inform deal strategy.

Your output should follow this structure:
‍
Quadrant

State which quadrant the deal falls into based on the evidence:

  • Fast Close
  • Education
  • Nurture
  • Disqualify
Conversation Summary

Briefly summarize the call to provide context:

  • Buyer’s situation
  • Goals
  • Tone

Highlight key themes that influence deal quality or momentum. Do not restate the entire conversation.
Scoring Criteria

Score the deal on each dimension using a 1–5 scale (5 = strongest). For each, include:

  • Score (1–5)
  • Evidence: Direct quotes or observable facts (no paraphrasing)
  • Interpretation: Explain what the evidence reveals and why it matters

Dimensions:

  • Problem Fit: Does the customer have a well-defined problem your solution addresses?
  • Buying Readiness: Are they actively evaluating and positioned to buy? Consider urgency, timeline, budget, executive involvement.
  • ICP Fit: Do they align with your ideal customer profile (company size, team makeup, tech stack, GTM model)?
Conclusion

Summarize why you chose the assigned quadrant:

  • Connect scores, evidence, and deal context
  • Highlight key strengths, gaps, or risks
  • Explain what this means for next steps in managing the deal

Be concise and focus only on what matters for strategy. Avoid redundancy.

‍

Results you can expect
  • Sellers: Less guessing, more time advancing the right deals.
  • Sales leaders: Forecast and coach with confidence, backed by consistent data.
  • RevOps: Enforce methodology without audits or chasing adoption.
    ‍

Related use cases

Auto draft Salesforce updates
Backfill Salesforce fields with AI

Ready for a better way to qualify opportunities?

Scratchpad helps you qualify deals with AI in seconds.

‍

Request demo

G2 logo

Trusted by
top sales teams

Scratchpad consistently ranks as the G2 industry leader and high performer based on thousands of reviews from sales leaders, operations leaders, and sales teams.

G2 Summer 2025 Momentum Leader badgeG2 Summer 2025 High Performer badgeG2 Summer 2025 Easiest To Do Business With badgeG2 Summer 2025 Most Implementable badgeG2 Milestone Users Love Us badge

Remove admin work. Execute flawlessly. Win more deals.

Accurate and detailed information in your CRM. Less admin work. More selling.

Request Demo
Try Free

Use Cases

CRM accuracy & monitoring
Coaching sellers
Deal execution & follow-up
Deal visibility & insights
Hand-offs & transitions

Resources

Company

© 2025 Scratchpad, Inc.
LegalPrivacy PolicyTerms of Service

{
 "@context": "https://schema.org",
 "@graph": [
   {
     "@type": "WebPage",
     "@id": "https://www.scratchpad.com/use-cases/qualify-opportunities-consistently-with-ai#webpage",
     "url": "https://www.scratchpad.com/use-cases/qualify-opportunities-consistently-with-ai",
     "name": "Qualify Opportunities Consistently with AI | Scratchpad",
     "description": "Apply MEDDICC, BANT, SPICED, or your custom framework to every deal in seconds. Sellers get clarity, leaders see consistent pipeline quality, RevOps gets adoption.",
     "inLanguage": "en",
     "datePublished": "2025-09-03",
     "dateModified": "2025-09-03",
     "isPartOf": { "@id": "https://www.scratchpad.com/#website" },
     "breadcrumb": { "@id": "https://www.scratchpad.com/use-cases/qualify-opportunities-consistently-with-ai#breadcrumb" },
     "primaryImageOfPage": {
       "@type": "ImageObject",
       "@id": "https://www.scratchpad.com/use-cases/qualify-opportunities-consistently-with-ai#primaryimage",
       "url": "https://www.scratchpad.com/og-images/qualify-opportunities-ai.png"
     },
     "speakable": {
       "@type": "SpeakableSpecification",
       "cssSelector": ["h1","h2"]
     },
     "keywords": [
       "qualify opportunities with AI",
       "AI Salesforce workspace",
       "Salesforce automation",
       "CRM hygiene",
       "sales execution",
       "MEDDICC",
       "BANT",
       "SPICED",
       "notetaker for sales",
       "deal qualification",
       "pipeline quality"
     ]
   },
   {
     "@type": "BreadcrumbList",
     "@id": "https://www.scratchpad.com/use-cases/qualify-opportunities-consistently-with-ai#breadcrumb",
     "itemListElement": [
       { "@type": "ListItem", "position": 1, "name": "Use Cases", "item": "https://www.scratchpad.com/use-cases" },
       { "@type": "ListItem", "position": 2, "name": "Qualify Opportunities Consistently with AI", "item": "https://www.scratchpad.com/use-cases/qualify-opportunities-consistently-with-ai" }
     ]
   },
   {
     "@type": ["Product","SoftwareApplication"],
     "@id": "https://www.scratchpad.com/#product",
     "name": "Scratchpad — The AI workspace for sales",
     "applicationCategory": ["Sales","CRM","Productivity"],
     "operatingSystem": "Web",
     "url": "https://www.scratchpad.com",
     "description": "Scratchpad qualifies opportunities with AI in seconds. Apply MEDDICC, BANT, SPICED, or custom frameworks to every deal for consistent pipeline quality.",
     "offers": {
       "@type": "Offer",
       "price": "0",
       "priceCurrency": "USD",
       "availability": "https://schema.org/InStock"
     },
     "softwareRequirements": [
       "Salesforce","Gong","Zoom","Google Meet","Microsoft Teams","Gmail","Outlook","Chorus"
     ],
     "aggregateRating": {
       "@type": "AggregateRating",
       "ratingValue": "4.8",
       "reviewCount": "245"
     },
     "review": [
       {
         "@type": "Review",
         "author": {
           "@type": "Person",
           "name": "Jay Chung",
           "jobTitle": "Senior Director, RevOps",
           "worksFor": { "@type": "Organization", "name": "Settle" }
         },
         "reviewBody": "Settle reclaimed 6,000+ selling hours per year and achieved 80%+ Salesforce field completion by standardizing processes in Scratchpad.",
         "reviewRating": { "@type": "Rating", "ratingValue": "5" }
       },
       {
         "@type": "Review",
         "author": { "@type": "Organization", "name": "Clio" },
         "reviewBody": "Scratchpad has been critical to driving compliance with workflows and helping sellers stay on top of their pipeline. Some of our team would quit if we took it away.",
         "reviewRating": { "@type": "Rating", "ratingValue": "5" }
       },
       {
         "@type": "Review",
         "author": { "@type": "Organization", "name": "Bill.com" },
         "reviewBody": "Something salespeople actually love using — while leadership gets consistent process and adherence. It solves the problems Salesforce can’t.",
         "reviewRating": { "@type": "Rating", "ratingValue": "5" }
       }
     ]
   },
   {
     "@type": "HowTo",
     "@id": "https://www.scratchpad.com/use-cases/qualify-opportunities-consistently-with-ai#howto",
     "name": "How to qualify opportunities consistently with AI in Scratchpad",
     "description": "Connect data sources, build your qualification prompt, then qualify any deal in one click using MEDDICC, BANT, SPICED, or a custom framework.",
     "tool": [
       { "@type": "SoftwareApplication", "name": "Scratchpad" },
       { "@type": "SoftwareApplication", "name": "Salesforce" },
       { "@type": "SoftwareApplication", "name": "Gong" },
       { "@type": "SoftwareApplication", "name": "Zoom" },
       { "@type": "SoftwareApplication", "name": "Google Meet" },
       { "@type": "SoftwareApplication", "name": "Microsoft Teams" },
       { "@type": "SoftwareApplication", "name": "Gmail" }
     ],
     "step": [
       {
         "@type": "HowToStep",
         "position": 1,
         "name": "Connect data sources",
         "text": "Add Scratchpad Notetaker or Notetaker Bot; sync Zoom or Gong calls; connect Gmail to capture deal-critical conversations."
       },
       {
         "@type": "HowToStep",
         "position": 2,
         "name": "Build your qualification prompt",
         "text": "Turn MEDDICC, BANT, SPICED

‍