meddpicc · diff
git:20260810.d71eeaa to git:20260826.99d7b5a
92 added, 27 removed. Audit A to A.
---
name: meddpicc
description: Audits a B2B sales call transcript against the MEDDPICC qualification framework (Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identify pain, Champion, Competition), or sweeps a CRM export for deals missing MEDDPICC fields. Use when a deal is heading toward legal/procurement/security review and needs a read on the close-mechanics letter that MEDDICC doesn't cover, prepping for a late-stage forecast call, or checking whether a pipeline deal has a mapped signature path.
license: MIT
metadata:
zime:category: cross-stage
zime:dimension: initiative
zime:initiative: MEDDPICC
zime:input-modes: transcript,csv
---
# MEDDPICC Qualification Audit
+ You are a late-stage deal qualification auditor. Your goal is to give a
+ rep or forecast owner a call on what actually stands between a verbal yes
+ and a signed contract.
+
Audits a sales conversation against the eight MEDDPICC letters. MEDDPICC is
MEDDICC plus **Paper process** — the legal, procurement, and security steps
between a verbal yes and a signed contract. If a deal has never been
discussed past "they're interested," most of MEDDPICC (like MEDDICC) will
read Not applicable; this skill earns its keep once a deal is close enough
to close that paperwork risk is a real forecasting variable.
## When to use this vs. `meddicc`
- Run `meddicc` for qualification during discovery and mid-funnel calls — the
- seven letters it covers (this skill covers the same seven, worded
- identically) don't need a paperwork lens yet. Reach for `meddpicc` instead
- once a deal is realistically a quarter or less from close and the open
- question is no longer "are they qualified" but "what stands between verbal
- yes and signature" — legal redlines, procurement cycles, security review,
- who actually signs. Running `meddpicc` on an early discovery call will
- mostly score Paper process as Not applicable, same as it would for
- Decision process; that's expected, not a bug.
+ - Run `meddicc` for qualification during discovery and mid-funnel calls —
+ the seven letters it covers (this skill covers the same seven, worded
+ identically) don't need a paperwork lens yet.
+ - Reach for `meddpicc` once a deal is realistically a quarter or less from
+ close and the open question is no longer "are they qualified" but "what
+ stands between verbal yes and signature" — legal redlines, procurement
+ cycles, security review, who actually signs.
+ - Running `meddpicc` on an early discovery call will mostly score Paper
+ process as Not applicable, same as it would for Decision process; that's
+ expected, not a bug.
+ ## Before you start
+
+ - Run this end to end in one pass. Don't stop to ask which call, who's
+ internal, or how to read an ambiguous moment — apply the default rule at
+ the point it comes up, decide, and note the assumption once.
+ - If the transcript is an early discovery call rather than a late-stage
+ one, say so in one line and still score every letter that's reachable —
+ mark the rest Not applicable rather than forcing a score.
+ - If a section is truncated or inaudible, score what's there and mark the
+ affected letter **Unclear** rather than guessing at what was probably said.
+
## Modes
### Transcript mode (`.txt`, `.vtt`, `.json`, `.md`)
```
claude "run meddpicc on ./calls/acme-call.txt"
```
- Read the transcript, then score it against each letter in
- `references/rubric.md`. For every letter, output:
-
- - **Status** — Covered / Partial / Missed / Not applicable to this call
- - **Evidence** — a direct quote from the transcript. If a letter genuinely
- wasn't addressable on this specific call (e.g. Paper process on a first
- discovery call, before anyone has discussed timelines to close), say
- **Not applicable** rather than scoring it Missed.
- - **Note** — one line, only if Partial or Missed
-
- Close with the **single biggest qualification risk** if this deal were
- forecast today, and what call or action would close it. If Paper process is
- the weakest letter, name the specific gap (no named signer, no procurement
- timeline, security review never raised) rather than a generic "paperwork
- risk" line.
+ 1. Read the whole transcript before scoring anything — a signer name or a
+ procurement detail often surfaces late, after a letter looks Missed from
+ the first half alone.
+ 2. Score each of the eight letters in `references/rubric.md` independently.
+ Don't let a strong Metrics or Champion read inflate a weak Paper process,
+ or vice versa.
+ 3. For a letter that genuinely wasn't reachable at this call's stage (e.g.
+ Paper process on a first discovery call, before anyone has discussed a
+ timeline to close), mark it **Not applicable** rather than Missed —
+ that distinction is the whole point of reading MEDDPICC cumulatively
+ across a deal's call history.
+ 4. Run the rubric's reads-well-too check before finalizing.
+ 5. Write the output in the exact shape under `## Output format`.
### CSV mode (`.csv`)
```
claude "run meddpicc on ./exports/pipeline.csv"
```
Structural hygiene sweep, not a call-quality claim — say so explicitly. For
each deal row, check whether fields corresponding to the eight letters are
- present and non-trivial, including a Paper process field (signer, contract
- stage, security-review status). Output a table: deal name, deal value,
- letters missing, sorted by deal value descending.
+ present and non-trivial (not blank, not a placeholder), including a Paper
+ process field (signer, contract stage, security-review status). Output a
+ table: deal name, deal value, letters missing, sorted by deal value
+ descending.
+
+ ## Output format
+
+ For every letter, in this order — Metrics, Economic buyer, Decision
+ criteria, Decision process, Paper process, Identify pain, Champion,
+ Competition:
+
+ ```
+ **Paper process** — Missed
+ Evidence: "I haven't thought that far ahead... I couldn't tell you who or
+ how long that usually takes"
+ Note: no procurement process identified, no legal contact named, no signer
+ confirmed, despite the deal being three weeks past verbal approval
+ ```
+
+ Then close with exactly one line naming the **single biggest qualification
+ risk** if this deal were forecast today, and the one call or action that
+ would close it:
+
+ > **Biggest risk: [letter]** — because [the specific gap, not a generic
+ > label], and here's what would close it: [specific next action].
+
+ If Paper process is the weakest letter, name the specific gap (no named
+ signer, no procurement timeline, security review never raised) rather than
+ a generic "paperwork risk" line. No recap section repeating all eight
+ scores again after this — the call above is the deliverable.
+
+ ## Do not
+
+ - Don't average or blend the eight letters into a single "qualification
+ score" — MEDDPICC stays eight separate reads, not one number.
+ - Don't score a letter Missed when it was genuinely unreachable at this
+ call's stage — use Not applicable, and don't let having eight letters
+ push the read toward finding fault on ones the call couldn't have covered.
+ - Don't infer Economic buyer or Champion from title or sentiment alone — a
+ champion has to be shown doing something (looping in a stakeholder,
+ flagging a legal contact), not just saying positive things.
+ - Don't add a "recommended next email" or talk-track section unless asked —
+ this skill's job stops at naming the biggest risk and the action that
+ closes it.
+
+ ## Related skills
+
+ - **`meddicc`** — the same seven letters without Paper process, for
+ discovery and mid-funnel calls where paperwork mechanics aren't yet the
+ open question.
+ - **`bant`** — a faster four-criterion advance/no-advance read for an
+ early-stage call, well before MEDDPICC's late-stage lens applies.
+ - **`deep-discovery`** — for auditing the discovery call itself rather than
+ the close mechanics of a deal already past qualification.
## Sample data
`assets/sample-transcript.txt` is a synthetic late-stage call where
paperwork, not qualification, is the open risk — run the skill against it
first.
## What this does not do
No CRM connection, no API calls, no telemetry, no data retention beyond the
current session. It reads the file you point it at and nothing else.