deal-qualification
Installation
SKILL.md
Overview
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.
Workflow
Step 1: Score each MEDDICC dimension
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? |