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MEDDPICC Qualification

All 8 MEDDPICC components scored, gaps identified with action plan, and deal go/no-go decision made

The deal looks good. Ask eight questions and it usually isn't.

  • Area: Sales & Clients
  • Time savings: Typical run: Ongoing across deal lifecycle — initial qualification 2-3 hours, weekly updates 30 minutes
  • Try it: "Active deal needs rigorous qualification — multiple stakeholders, formal procurement, or competitive evaluation in play"
  • Compounding: Each run refines templates and context — 6 automated steps improve with accumulated data
  • Frequency: Per opportunity
  • Published: 2026-08-01

Inputs

  • 👤 Deal name and estimated value
  • 📄 Current sales stage (Discovery / Evaluation / Proposal / Negotiation)
  • 👤 All known contacts and their roles
  • 📧 Meeting notes, emails, and prior discovery outputs
  • 📋 Known competitors (if any)
  • 📋 Procurement requirements (if known)

What BOB does

  1. vault-preflight → verify client context completeness, flag missing intelligence before proceeding
  2. research-company + prospect-audit → deep company research, competitive landscape, financial health, technology stack
  3. decision-maker-mapper → map full buying committee: economic buyer, technical evaluators, end users, procurement, champion candidates
  4. consultative-selling → generate MEDDPICC qualification scorecard from available intelligence, flag gaps requiring discovery
  5. Review scorecard, identify which components need direct discovery from prospect contacts
  6. Conduct targeted discovery conversations to fill MEDDPICC gaps — focus on Paper Process, Competition, and Economic Buyer access
  7. meeting-intelligence → extract new MEDDPICC evidence from conversation notes, update component scores
  8. consultative-selling → re-score all 8 components, generate gap analysis with specific actions per weak component
  9. Review updated scores, make go/no-go decision: pursue aggressively, address gaps, nurture, or disqualify

Outputs

  • 📊 MEDDPICC Scorecard.md
  • 📋 Buying Committee.md
  • 📊 Gap Analysis.md
  • 📋 Go/No-Go Decision.md
  • 🗺️ Action Plan.md