MEDDPICC example: a scorecard filled in as far as the deal got
Eight letters, each one the block SalesWolf wrote on a sample deal, word for word, beside the rung the product marks it at.
Updated
What does a filled-in MEDDPICC scorecard look like?
Each letter shows what the deal has on record and how far it has got, and a letter with nothing captured yet is marked as a gap instead of filled in. This is the scorecard SalesWolf wrote, letter by letter, on Halden Freight, a sample deal we wrote to show the work, after three calls and an email thread. For each gap, the Discovery Brief for the next call writes the question to ask.
The rung beside each letter is the one SalesWolf marks from the facts accepted onto the deal. It is the product’s reading, not our verdict on the deal.
Eight letters · three confirmed · two partly captured · three nothing yet
The MEDDPICC Scorecard SalesWolf wrote on the sample deal once three calls and an email thread were in, word for word.
M - Metrics
DraftGap — metrics not yet captured. Capture it on this deal, then regenerate this artifact.
M - Metrics, word for word. The question in Thursday’s Discovery Brief
Beyond the two staff on the night desk manually chasing carrier exceptions and calling carriers, what specific performance target or success metric does operations need to hit?
E - Economic Buyer
DraftGap — economic buyer not yet captured. Capture it on this deal, then regenerate this artifact.
E - Economic Buyer, word for word. The question in Thursday’s Discovery Brief
Ask this first: Who holds the discretionary budget and final commercial authority to sign off on replacing the current carrier tracking setup?
- named
- positioned
- proven
Confirmed · at positioned
Positioned on SalesWolf’s own read of the fit, not on anything the buyer said.
D - Decision Criteria
Draft- Must reconcile against the carrier status feeds and detect exceptions before the customer calls (the customer raised this, verified; our read: we are strong here)
D - Decision Criteria, word for word. D · Decision Process
- listed
- owned
- dated
Partly captured · at owned
Owned because the step names “ops board” as its owner. No person on the deal is linked to it.
D - Decision Process
Draft1. goes to the ops board — owned by ops board (you noted, unconfirmed)
D - Decision Process, word for word. P - Paper Process
DraftGap — paper process not yet captured. Capture it on this deal, then regenerate this artifact.
P - Paper Process, word for word. The question in Thursday’s Discovery Brief
Once that person approves a change, what specific legal, security, and procurement steps must happen before a contract is signed, and who leads each stage?
I - Identify Pain
Draft- Two staff on the night desk do nothing but manually chase carrier exceptions and phone carriers when updates arrive late or not at all. (verified) - We find out about exceptions when the customer calls because each carrier sends its own status feed and nothing reads them against the plan. (verified) - Late deliveries causing substantial service credit penalties. (verified)
I - Identify Pain, word for word. C - Champion(s)
DraftMarta Reiss — Champion, has moved others for us.
C - Champion(s), word for word. C - Competition
Draft- status quo (doing nothing, verified; our position is not known)
C - Competition, word for word.
This is what comes out.
What went in was three calls and an email thread. On your deal, it is the call you already had.
14 days free, no card, no call.