Qualify a sales opportunity using the MEDDIC framework. Use when the user says "qualify this deal", "is this deal real", "MEDDIC qualification", "MEDDICC framework", "should I pursue this opportunity", "deal review", "how qualified is this prospect", "pipeline review prep", "forecast this deal", "sanity check on this opportunity", or wants to assess whether a sales opportunity is worth pursuing and at what pipeline stage.
Based on "MEDDICC" by Andy Whyte (and the original MEDDIC methodology from PTC). MEDDICC is the qualification framework used by the highest-performing enterprise sales teams globally. It maps every deal across seven dimensions: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, and Competition. Gaps in any dimension are gaps in your deal - not unknowns, risks.
Run through every letter. For each one, write what you know and what you don't know. A blank answer is a red flag, not a neutral state.
| Dimension | Key question |
|---|---|
| M - Metrics | What is the quantified business impact of solving this problem? |
| E - Economic Buyer | Who has final budget authority? Have you spoken to them directly? |
| D - Decision Criteria |
| What does the prospect use to evaluate solutions? Do you know all criteria? |
| D - Decision Process | What are the steps from now to signed contract? Who is involved at each step? |
| I - Identify Pain | What is the explicit, documented pain? Who feels it most acutely? |
| C - Champion | Who inside the account is actively selling for you when you're not in the room? |
| C - Competition | Who else is being evaluated? What is your position vs. each competitor? |
For each dimension scored blank or weak, mark it RED. A deal with 3+ red zones should not be in your forecast at any stage above "pipeline."
Common red zone patterns:
For every red zone, write one action to close the gap this week.
Format:
Example:
| Stage | MEDDICC requirement |
|---|---|
| Pipeline | Pain confirmed, one internal contact |
| Qualified | M + E + I confirmed, Champion identified |
| Commit | All 7 dimensions known, Decision Process has a close date |
| Closed | Contract signed |
Do not let deals sit in Commit without all 7 dimensions covered.
Write a 5-sentence deal summary using this structure:
This narrative is what you bring to pipeline review. If you can't write it, the deal is not qualified.
1. Confusing a contact with a Champion Bad: "My Champion is [name] - she was really engaged on our last call." Good: A Champion has organizational credibility, access to the Economic Buyer, and has taken a personal risk for you (e.g., introduced you upward, shared internal budget info, advocated in a meeting you weren't in).
2. Accepting verbal budget confirmation as Economic Buyer access Bad: "They said budget isn't an issue." Good: "I have met the Economic Buyer, confirmed the budget line, and know who needs to sign the PO."
3. Leaving competition as "unknown" Bad: "We don't know who else they're evaluating." Good: Ask directly - "Are you evaluating other solutions alongside us?" Then position against each competitor.
4. Moving a deal to Commit on gut feel Bad: "They seem really interested, I'm 90% confident." Good: Every MEDDICC dimension is documented. The Decision Process has a signed-off timeline with specific dates.