gtm-skills/gtm/meddic-discovery-lite

MEDDIC Discovery Lite

MEDDIC is six questions about whether a deal is real. This skill turns it into something you can run before a call (which questions to ask) and after (how qualified are we, and what is missing).

The six elements

Question bank

Ask these as a conversation, not a checklist. Two or three per element is enough for a first call.

Metrics

• If this works, what number changes, and from what to what?
• How are you measuring that today?
• What would make this a clear win in six months?

Economic Buyer

• Who signs off on spend like this?
• Have they been part of the conversation yet?
• What do they care about that is different from what you care about?

Decision Criteria

• When you compare options, what matters most?
• Is there anything that would rule a vendor out immediately?
• Who else gets a vote on the criteria?

Decision Process

• Walk me through what happens between "we like it" and "it is live".
• Who needs to be involved — security, legal, procurement, IT?
• What is the date this needs to be working by, and what happens if it slips?

Identify Pain

• What is happening today that made you take this call?
• What does that cost you — time, money, people, missed targets?
• Who feels it most? What have you tried?

Champion

• Who inside is pushing for this?
• What do they gain personally if it ships?
• Would they introduce us to the economic buyer?

Scorecard

Score each element 0–2 from the call notes.

• 0 — Not discussed or unknown.
• 1 — Discussed, but vague, assumed, or second-hand.
• 2 — Confirmed by the buyer in their own words, specific.

Total out of 12.

• 10–12: Qualified. Move to proposal. Protect the champion.
• 6–9: Real but gappy. Next call must close the 0s and 1s.
• 0–5: Not a deal yet. Decide whether to invest another call.

Any 0 on Economic Buyer or Identify Pain overrides the total: the deal is not qualified regardless of the sum.

Process

Before a call: Ask what the user already knows for each element. Return the three to five questions that target the biggest gaps, in the order they would come up naturally.

After a call: Take the notes or transcript. For each element, quote or paraphrase the evidence, assign 0/1/2, and name the gap. Return the scorecard, the total, the verdict, and the three questions for the next call.

Output format (after a call)

MEDDIC — <Account> — <date>
 
M  Metrics            [0/1/2]  <evidence or gap>
E  Economic Buyer     [0/1/2]  <evidence or gap>
D  Decision Criteria  [0/1/2]  <evidence or gap>
D  Decision Process   [0/1/2]  <evidence or gap>
I  Identify Pain      [0/1/2]  <evidence or gap>
C  Champion           [0/1/2]  <evidence or gap>
 
Total: <n>/12 — <verdict>
Next call: 1) … 2) … 3) …

The Pro version — MEDDPICC Qualifier — adds Paper process and Competition, sixty more questions, red-flag detection and a CRM field map. https://gtm-skills.com/skills/meddpicc-qualifier