SCORE reads a deal as five movements · Outcome, Maps, Insight, Quantify, Leadership · each one a slider with three positions. The way those five thumbs line up is a signature, like a fingerprint for the deal. Learn to read the shape and you call deals faster, cleaner, and with the guesswork gone.
Each slider contributes to the truth · how much is real.
Read left to right · O · M · I · Q · L. The line is the tell. Score and forecast come straight off the real instrument.
Five sliders on the floor. Pure story, zero proof · not a bad deal, just an unwritten one. Most pipeline lives closer to here than anyone admits.
The move Start with Outcome. Get one number the buyer would defend out loud, and the rest has something to hang on.
Everything sounds right and nothing is proven · the whole deal is balanced on sentiment. The most dangerous read on the board, because it feels safe. Happy ears.
The move Pick the softest movement and turn one Feeling into a Fact this week. Sentiment doesn't survive a deal review · evidence does.
Every movement carries buyer evidence. There is nothing here you'd have to interpret or hope for. This is what a commit is actually supposed to look like.
The move Forecast it and protect it. Keep the buyer action, the exec linkage and the milestones explicit straight through close · clean deals rot quietly.
Middle of the road everywhere · but the economic buyer is on the record and willing to own the call. A peer-level sponsor can carry a deal past partial gaps the rest of the board can't. A six that closes like an eight.
The move Confirm the sponsor will actually spend their capital, then ride it · and quietly tighten the soft movements behind them so the carry never gets tested.
Strong on the left, falling off a cliff at Leadership. You built a real case and never got it to anyone who can sign. The most common place a deal stalls right before commit.
The move Stop adding to the case. Spend everything on the executive introduction · the proof you already have is the thing that earns it.
An exec wants it and the money's named · but the discovery underneath is hollow. Fast to start, easy to unravel the moment someone below the sponsor asks a real question.
The move Use the executive air-cover to earn the discovery you skipped. Anchor an Outcome the working team will defend before the sponsor's patience runs out.
Outcome, Insight and Leadership are all real · the buyer is genuinely in. What's missing is the Mutual Action Plan and the cost-of-delay math · and those are your lift, not their resistance. The most fixable deal on the board.
The move Draft the MAP and the number and send them for redlines. One round of edits from the buyer turns both zeros into twos · this is blocking and tackling, not selling.
All the insight in the world, spiking in the middle · anchored to no outcome and no executive. It's a great meeting that hasn't become a deal yet. Reps fall in love with this one.
The move Walk the insight back to a business outcome someone will fund, then forward to the person who funds it. Brilliance without an owner is just content.
Outcome and executive locked at both ends · but the proof and the math in the middle are empty. It looks committed and reads confident, and it's one sharp CFO question away from collapse.
The move Fill the center before the room does it for you. Put a real number and a real insight between the outcome and the sponsor · that's where this deal is actually decided.
A BDR's "good enough to pass on" is a Leader's "not yet." SCORE knows the floor for every seat · and the coaching tone shifts with it.
The five movements are only the start. SCORE also weighs buyer propensity · the pain of an inbound deal versus an outbound opportunity conjured from nothing · and whether it's net-new or an expansion. Each of those dials fine-tunes the guidance, so the coaching fits the deal in front of you, not a generic script.
Drop a live deal onto the sliders and watch its signature appear · with the coaching that fits the shape, the seat and the moment.