A 6-pillar system for objectively scoring B2B deal health
The IMPACT Framework is Forlena's proprietary methodology for assessing B2B sales opportunities. Unlike subjective gut-feel assessments, IMPACT provides an objective 0-30 score based on six critical pillars. Research shows deals scoring 25+ have 80%+ win rates, while deals under 10 have less than 15% chance of closing.
Key Question: "Is this the RIGHT opportunity?"
Measures: Whether the prospect's needs match your solution and they have genuine intent to solve the problem.
Low Score (1-2)
Unclear need, no urgency, poor fit
High Score (4-5)
Clear pain point, strong fit, active buying intent
Key Question: "Is there COMPELLING business value?"
Measures: Whether you can quantify the value and the prospect has strong motivation to act.
Low Score (1-2)
No quantified value, weak business case
High Score (4-5)
Clear ROI, compelling business case, executive urgency
Key Question: "Who's involved and how will they DECIDE?"
Measures: Whether you have access to the right stakeholders and understand the decision process.
Low Score (1-2)
Single contact, unknown decision process
High Score (4-5)
Multiple stakeholders mapped, champion identified, process documented
Key Question: "Can they actually PURCHASE?"
Measures: Whether budget exists and the economic buyer is engaged.
Low Score (1-2)
No budget identified, no access to decision maker
High Score (4-5)
Budget confirmed, economic buyer engaged, procurement aligned
Key Question: "Are you WINNING? Is there URGENCY?"
Measures: Your competitive position and whether there's a compelling reason to act now.
Low Score (1-2)
Strong competition, no differentiation, no urgency
High Score (4-5)
Preferred vendor, clear differentiation, deadline driving action
Key Question: "Is the deal MOVING?"
Measures: Whether there's a real timeline and the deal is progressing.
Low Score (1-2)
Vague timeline, stalled deal, no recent activity
High Score (4-5)
Confirmed close date, consistent progress, next steps scheduled
| Score | Classification | Win Rate | Recommended Action |
|---|---|---|---|
| 25-30 | Elite | 80%+ | Commit - prioritize closing |
| 20-24 | Strong | 60-79% | Best Case - accelerate |
| 15-19 | Developing | 35-59% | Pipeline - coach and develop |
| 10-14 | At Risk | 15-34% | Address gaps or deprioritize |
| 0-9 | Unqualified | <15% | Disqualify or restart |
See how IMPACT stacks up against other sales methodologies
| Methodology | Focus | Approach |
|---|---|---|
| BANT | Budget, Authority, Need, Timeline | Too simplistic for complex B2B |
| MEDDIC | Metrics, Economic Buyer, Decision Criteria, etc. | Checklist, not scoring system |
| MEDDPICC | MEDDIC + Paper Process, Champion | Still qualitative |
| IMPACT | 6 pillars with 0-30 scoring | Quantitative, AI-powered |
Key insight: MEDDPICC tells you WHAT to check.
IMPACT tells you WHERE YOU STAND and WHAT TO DO NEXT.
Forlena's AI analyzes your deals and scores each pillar automatically
Get specific recommendations for improving weak pillars
Track score changes over time as deals progress
Compare your deals against winning patterns
Watch how AI analyzes your deals in real-time
Start Free Trial14 days free. Unlimited AI. No credit card.