Flashcards

Printable cards for the five pillars, the Nuclear Questions, the forecast categories, and the terms. Print on business-card stock, or project them during a session.

The five pillar cards

One card per pillar. Front: the letter and the pillar name. Back: the definition and the Nuclear Question.

Pillar · O

O · Outcome

Definition. A specific, measurable, written-down business outcome the buyer would defend if asked. Not a feeling · a number on paper.

Nuclear Question. Can the buyer state, in their own words, the outcome and the number they are graded on?

Pillar · M

M · Maps

Definition. A Mutual Action Plan the buyer is editing, not a one-sided seller checklist. Buyer-owned is the test, not seller-built.

Nuclear Question. Are the next three steps owned by the buyer, with their dates · and have they pushed back on at least one?

Pillar · I

I · Insight

Definition. An observation the buyer would not have brought themselves · something they now repeat back as their own.

Nuclear Question. Did the buyer change a belief or a next action because of something you brought, unprompted?

Pillar · Q

Q · Quantify

Definition. Cost of staying still vs. value of moving · in numbers the buyer's own finance team validated.

Nuclear Question. Can the buyer state the cost of doing nothing, on the record, in their own numbers?

Pillar · L

L · Leadership

Definition. Peer-to-peer executive linkage that can authorize spend and absorb procurement.

Nuclear Question. Has an exec on your side met an exec on theirs · is the economic buyer on the MAP?

Forecast category cards

One card per category. Front: the category and score band. Back: what it means and what to do.

Score 0 to 5

Pipeline

Hypothesis only. The buyer has not validated the outcome. Not committable.

Do this. Work the discovery motion. Get one pillar to real evidence (a 2) before you forecast it.

Score 6

Best Case

Evidence is present but the case is incomplete. Worth working, not worth the board.

Do this. Name the single weakest pillar and the one action that moves it this week.

Score 7

Most Likely

The next two weeks of execution. One missing pillar with a named coaching action.

Do this. Move the pillar, move the deal. Do not coach the deal in aggregate · coach the gap.

Score 8 to 9

Commit

Defensible to the CRO. EB engaged, MAP buyer-owned, Outcome validated. One pillar may sit at 1.

Do this. Protect it. Close the last gap to lock it before the forecast call.

Score 10

Commit Locked

All five pillars at full evidence. Survives a board read.

Do this. This is the standard for what should land in-period. Nothing left to chase.

Term cards

One card per term · the fastest way to install the shared vocabulary.

MIQL: The five-pillar evidence score · Outcome, Maps, Insight, Quantify, Leadership · that turns a forecast from a feeling into a fact.
The Five Movements: The five pillars, in the order you work them: O, M, I, Q, L. Each one is a question the deal has to answer with evidence.
Evidence Slider: Each pillar is a slider with three stops (0 / 1 / 2). You move the slider to the level of evidence the buyer's behavior proves. You move the slider, you don't “set a score.”
The Three Stops: Every pillar reads at one of three levels: No evidence (0), Seller acted (1), Buyer adopted (2).
Fact / Feeling / Fiction: The plain-English read of the three stops. Fact (2): the buyer's behavior proves it. Feeling (1): you believe it, the buyer hasn't shown it. Fiction (0): nothing supports it.
Ghost Deal: A deal forecast on narrative alone. No evidence behind any pillar · a story wearing a close date.
Nuclear Question: The one question per pillar that, if the rep cannot answer it, the deal is not real.
Forecast Fiction: A pipeline number unsupported by evidence. The default state for most teams before MIQL.
Sentiment to Truth: The shift from feeling-based forecasting to evidence-based forecasting. The whole point of MIQL.
Audit the deal, not the rep: MIQL scores the evidence in the deal, never the person. It is a flashlight, not a performance review.
Forecast Category: The label the 10-point score maps to: Pipeline, Best Case, Most Likely, Commit, Commit Locked.
Time Back: The leader hours MIQL returns by cutting deal reviews from about 45 minutes to under 10.
MAP · Mutual Action Plan: The buyer-owned plan of dated milestones. Buyer-owned is the test, not seller-built.
Economic Buyer (EB): The one person who controls the budget calendar and can authorize the spend.
Cost of Inaction (COI): The number that answers “what does staying still cost you?” · validated in the buyer's own finance terms.
Coach the Gap: The pillar sitting at 0 is the deal's coaching surface. Move that pillar and the category moves. Coach the gap, not the deal in aggregate.
Propensity-to-Act: An effort-to-win overlay (Low / Medium / High) on top of the score · how hard this specific deal is to win, separate from how real it is.

Printable

Each section above is laid out to print at business-card or index-card size. Use browser print (Cmd/Ctrl + P). The cards have adequate margins for cutting on a standard guillotine.