Use buyer evidence rather than seller activity to decide whether a SaaS deal should advance stages.
If the buyer has not moved, the deal has not moved. Activity is not evidence Sending a proposal, running a demo, or drafting an order form can all happen while the buyer remains undecided. Buyer evidence is different. It is confirmed budget path, named decision criteria, economic-buyer engagement, documented pain, a dated process, or a business event that makes delay costly. MEDDIC and BANT as stage gates BANT checks budget, authority, need, and timeline. MEDDIC goes deeper for complex SaaS deals by adding metrics, decision criteria, decision process, identified pain, and champion. Together they create a practical stage test: what…
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