home / skills / gtmagents / gtm-agents / meddic-checklist

This skill helps you validate MEDDIC qualification across Metrics, Economic Buyer, Decision Criteria, Process, Implications, and Champion during deals.

npx playbooks add skill gtmagents/gtm-agents --skill meddic-checklist

Review the files below or copy the command above to add this skill to your agents.

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---
name: meddic-checklist
description: Use to inspect qualification coverage across Metrics, Economic buyer,
  Decision criteria, Decision process, Implications, Champion.
---

# MEDDIC Checklist Skill

## When to Use
- Preparing for discovery or validation calls to ensure all MEDDIC elements are captured.
- Reviewing calls for deal inspection or forecast commits.
- Coaching reps on multi-threading and qualification rigor.

## Framework
1. **Metrics** – quantify current/target KPIs and business outcomes.
2. **Economic Buyer** – identify budget owner, influence level, and access plan.
3. **Decision Criteria** – capture technical, commercial, security requirements.
4. **Decision Process** – map steps, stakeholders, procurement/legal milestones.
5. **Implications** – articulate business pain, urgency, and impact of inaction.
6. **Champion** – assess strength, influence, and next actions to reinforce support.

## Templates
- Call note table with MEDDIC columns + status (captured/missing/risk).
- Deal inspection dashboard snippet showing coverage per opportunity.
- Coaching worksheet for reps/managers.

## Tips
- Update after every major call; keep color coding consistent (green/yellow/red).
- Tie each MEDDIC gap to a specific next step.
- Pair with `call-analysis-framework` outputs to ensure evidence is captured.

---

Overview

This skill inspects qualification coverage across the MEDDIC sales framework—Metrics, Economic buyer, Decision criteria, Decision process, Implications, and Champion. It helps teams quickly identify gaps in deal qualification and produce consistent, actionable outputs for discovery, forecasting, and coaching. The skill is production-ready and designed to integrate with call-analysis and CRM workflows to surface risks and next actions.

How this skill works

The skill analyzes call notes, deal records, or summarized call-analysis outputs and maps evidence to each MEDDIC category. It marks each element as captured, missing, or at risk and produces a concise checklist, color-coded status, and suggested next steps tied to specific gaps. Outputs include a call-note table, a deal coverage snippet for dashboards, and a coaching worksheet for reps and managers.

When to use it

  • Before or after discovery and validation calls to confirm all MEDDIC elements are documented.
  • During deal inspections and forecast reviews to score qualification rigor and identify risks.
  • When coaching sales reps to improve multi-threading and build stronger champions.
  • While preparing executive summaries for pipeline reviews to highlight high-risk opportunities.
  • To standardize qualification checks across teams and ensure consistent evidence capture.

Best practices

  • Update the checklist after every substantive call and link each gap to a specific next step.
  • Use consistent color coding (green/yellow/red) to communicate status quickly in reviews.
  • Pair outputs with call-analysis evidence to avoid subjective scoring—require source notes.
  • Assign owners and deadlines for closing MEDDIC gaps, especially for Economic buyer and Champion.

Example use cases

  • Generate a post-call MEDDIC table showing which criteria are captured and which need follow-up.
  • Produce a deal inspection dashboard snippet to compare MEDDIC coverage across the pipeline.
  • Create a coaching worksheet that highlights repeat qualification weaknesses for a rep.
  • Prepare a short briefing for leadership that flags opportunities with missing Economic buyers or unclear decision processes.

FAQ

Can the skill integrate with call-analysis outputs?

Yes. It is designed to consume call-analysis summaries and link evidence to MEDDIC categories to improve scoring accuracy.

How should teams act on identified gaps?

Tie each gap to a concrete next step, assign an owner, and set a deadline. Prioritize closing Economic buyer and Champion gaps first.