MEDDICC is the north star.
I'll use whatever a deal needs, consultative, Challenger, SPIN, but MEDDICC keeps every opportunity honest. Qualify hard and the forecast reflects what is real, not what you are hoping for.
← Back to homeSeven questions every deal has to answer.
MEDDICC is not a script, it is a spine. Walk a live opportunity down these seven, and you find out fast whether it is real or wishful. Where a letter has no honest answer yet, that gap is the next conversation.
Metrics
The win, measured in numbers.
Economic buyer
Who actually releases the budget.
Decision criteria
How they will choose.
Decision process
The real route to signature.
Identify pain
The problem under the request.
Champion
An insider who sells for you.
Competition
Every alternative, including nothing.
Every deal, kept on the record.
Qualification only holds if it is written down. So nothing lives in my head, it lives in your HubSpot, current and ready to hand over at any moment.
-
01
HubSpot notes and summaries
Stage, next step, and context kept current on every deal, so the pipeline never goes dark.
-
02
Full LinkedIn history
Every touch and reply logged against the contact. The whole relationship, on file.
-
03
AI call transcripts
Calls transcribed and summarised, decisions and actions captured between conversations.
-
04
Reporting you can trust
Clean data in, accurate forecast out. You always know exactly where the number stands.
This method runs inside focused 90-day quarters: long enough to qualify, build, and prove a motion, short enough that you reassess on a clear horizon rather than an open-ended retainer.
A pipeline that survives scrutiny.
This is how I would qualify, document, and forecast your deals from the first call. Have a look, and if the way I work fits how you want to grow, the next step is a short conversation.