Overview
Early-stage opportunities can make or break a quarter - but they often don’t get qualified until it’s too late.
Without a clear framework applied early, reps chase the wrong deals, pipelines becomes bloated with low-potential opportunities, and managers struggle to coach or forecast because deals are lost in the shuffle.
Reps need a faster way to qualify - and they need to do it without waiting for a manager or second opinion.
With Scratchpad, there’s a better way.
The Scratchpad Unlock
Scratchpad helps reps qualify deals faster and with more consistency - using a structure that matches your team’s process.
Run a qualification prompt directly from any opportunity
AI analyzes calls, notes, and Salesforce fields to map each deal to the right category
Works with any framework - MEDDICC, BANT, SPICED, or a custom matrix
This gives reps clarity on what to prioritize and confidence in how to move forward - no guesswork, no bottlenecks.
Get Started in Minutes
1. Connect Data Sources
Calls
Record directly in Scratchpad or sync from Gong, Zoom, etc.
Emails
Sync Gmail conversations to bring deal-critical context into Scratchpad
2. Build Qualification Prompt
Turn your team’s qualification framework or matrix into a custom prompt
Example Prompt
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:
1. Quadrant
Start by stating which quadrant the deal falls into based on the evidence.
2. Conversation Summary
Briefly summarize the call to provide context. Focus on the buyer’s situation, goals, and tone—don’t restate the entire conversation. Highlight key themes that influence deal quality or momentum.
3. Scoring Criteria
Score the deal on the following dimensions using a 1–5 scale (5 = strongest). For each, include:
Score (1–5)
Evidence: Use direct quotes or clearly observable facts from the conversation. Do not paraphrase or speculate.
Interpretation: Explain what the evidence reveals and how it ties into your qualification framework. Highlight what matters and why.
Dimensions to score:
Problem Fit: Does the customer have a well-defined problem that your solution directly addresses?
Buying Readiness: Are they actively evaluating and positioned to buy? Consider urgency, timeline, budget, and executive involvement.
ICP Fit: Do they align with your ideal customer profile in terms of company size, team makeup, tech stack, and go-to-market model?
4. Conclusion
Summarize why you chose the assigned quadrant. Connect the dots between the scores, evidence, and overall deal context. Highlight key strengths, gaps, or risks that influenced your recommendation. Be concise and focused on what this means for next steps in managing the deal.
Ensure your response is clear, non-redundant, and grounded in insight. Avoid repeating the evidence or summarizing what’s already obvious—prioritize what matters for strategy.
3. Qualify Any Opportunity in One Click
Go to Ask AI on any Opportunity record
Select your qualification prompt
Review the output and decide how to move forward
Stop guessing. Start qualifying - instantly, and with confidence.
Curious to learn more? Book time with a Product Specialist today!