MEDDIC
MEDDIC is a B2B sales qualification framework that checks a deal against six things before you trust it: Metrics (the measurable outcome the buyer wants), Economic buyer (who controls the budget), Decision criteria (how they'll choose), Decision process (the steps and sign-offs), Identify pain (the real problem driving the purchase), and Champion (an internal advocate who sells for you when you're not in the room).
For a lean founder, MEDDIC stops you pouring hours into deals that were never going to close. If you can't name the economic buyer or the metric they care about, the deal is at risk no matter how friendly the conversation feels. It's a discipline for honest forecasting: a deal isn't real until you've filled the gaps. Many teams add an extra C for Competition, making it MEDDICC.