meddpicc-scorecard

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---
name: meddpicc-scorecard
description: Scores one deal against the eight MEDDPICC elements on an evidence ladder - unknown, assumed, stated, validated - with a scorecard, a verdict band, and the single next action that closes the biggest gap. Full MEDDPICC for complex deals, a lightweight subset for small ones, covering B2B and considered high-ticket B2C. Use whenever the user mentions MEDDPICC, MEDDIC, BANT, deal qualification, "score this opportunity", "is this deal real", or deal-review prep, even without naming a framework. Do NOT use for stakeholder mapping (mbfinotti/sales-skills@deal-champion-mapping), note-level risk scanning (mbfinotti/sales-skills@deal-red-flags), or transcript grading (mbfinotti/sales-skills@sales-call-review).
license: MIT
metadata:
  author: Maya-Beth Finotti
  version: "1.3.9"
---

# MEDDPICC Scorecard

Score one described deal against the eight MEDDPICC elements and say plainly what is missing, what is assumed rather than validated, and what the rep should go validate next.

The largest field study available (Ebsta x Pavilion 2023 benchmark, 3.2M opportunities across 364 companies) found:

- 61% of methodology-adopting companies chose MEDDPICC.
- Only 15% of opportunities were fully qualified.
- Only 5% of companies scored confidence per criterion.

The acronym is everywhere; the discipline is rare - that gap is "MEDDPICC theatre", and this scorecard is built to prevent it.

The whole scorecard runs on one axis: **evidence, not presence**. A letter is never scored on whether the rep can name something; it is scored on whether the buyer has done something observable to prove it.

The skill scores one deal at a time, gathers no new information itself, and grades only what the user reports, then tells them what to go validate next.

Two confidence distinctions run throughout and belong in the output:

- Whether a rule is published by the methodology or set by this skill.
- Whether a figure is an independent measurement or a **vendor claim**, a vendor's own correlational number never independently replicated.

## Interview

Ask questions under these constraints:

- One question per message.
- Multiple-choice answers wherever possible.
- Skip anything the deal description already answers.

Two rounds:

Deal frame (right-sizing inputs, always first):

1. B2B, or considered high-ticket B2C (real estate, automotive, solar, remodel, private education, financial advisory - not impulse retail)?
2. Rough deal size (contract value or ACV), and how many people on the buying side are involved?
3. What stage is the deal at, how long has it been open, and who set the expected close date - the buyer or the rep?
4. Does the buyer's side involve formal procurement, security review, or legal redlines?
5. Does your team mandate its own MEDDPICC definitions or scale (second C, Implicate vs. Identify, weighting)? If yes, use theirs and note the mapping in the output.
6. By what date must this scorecard change something - this week's forecast call, the next deal review, or nothing dated?
7. Do you want a one-off read on this deal, or a re-scored record that compounds across reviews?
8. What is your effort ceiling before that date: how many buyer asks you can make, and how much of your champion's internal credit you can spend?

Questions 6-8 re-rank the next actions, not the scoring; which answer moves which action is in Closing the biggest gap.

Evidence collection (only for elements that survive right-sizing), one element per message:

9. For this element: what do you know, and what buyer-side artefact or event backs it - an email, a recorded call, a document you have seen, an intro that was made, a date or number the buyer supplied? "The buyer seems positive" is an answer; it scores accordingly.

## Workflow

1. Run the deal-frame interview questions before any element questions.
2. Right-size (next section). Confirm the element list with the user before scoring anything.
3. Collect, per scored element, the rep's c