Seven weighted criteria, scored 0–4. Most stalled pipelines are full of deals that would have scored under 50 on day one.
Weights are a sensible default for mid-market B2B SaaS. In an engagement we re-weight these against your own closed-won and closed-lost data.
Run it at the end of discovery, not at forecast time. The point is to stop bad deals consuming a quarter, not to explain them afterwards.
Reps do not kill deals because nobody rewards them for it. Make a low score a legitimate, visible outcome and pipeline hygiene fixes itself.
Pull your last 30 closed-won and 30 closed-lost, score them retrospectively, and move the weights until the model separates them.