deal-xraylisted

# Deal X-Ray (PROVEN Framework) Qualification checklists get filled in from memory and optimism. Deal X-Ray asks, for each element, what the buyer has *done* (not said) to prove it, and scores only the evidence. The output is a risk read and one concrete next step per gap, ready for a forecast call. ## Core Principle **Score buyer actions, not rep opinions.** "They love it" is a belief; "their CFO joined the pricing call" is proof. ## The PROVEN Framework | Letter | Element | Proof looks like | |---|---|---| | **P** | Pain | The buyer quantified the cost of the problem in their own words or numbers | | **R** | Resources | Budget line named, or funding source confirmed by someone who controls it | | **O** | Owner | An economic buyer has attended a meeting or replied in writing | | **V** | Validation | Technical fit confirmed: pilot results, security review started, integration scoped | | **E** | Exit criteria | Written mutual plan with dated steps to signature | | **N** | No-decision risk | Buyer articulated why doing nothing is worse than acting now | Evidence levels per element: **0** none · **1** rep belief · **2** buyer said it · **3** buyer did it (artifact exists). **Proof score** = Σ levels / 18 × 100. | Score | Call | |---|---| | 75+ | Commit candidate | | 50-74 | Best case - close the named gaps first | | <50 | Pipeline only - do not forecast | ## Process 1. **Gather** - CRM notes, call transcripts, emails, mutual plan 2. **Evidence pass** - for each PROVEN