Print this page, or keep it open in your first three sessions. Every word here means exactly one thing on purpose.
- 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.