MEDDPICC Analysis Worksheet & Field Guide

Most MEDDPICC scoring happens the same way: an AE fills in a field after the call and calls the deal qualified. Nobody grades it independently, so nobody finds out where the AE and SE actually disagree, which is usually right where the real risk in the deal is hiding. This worksheet exists to force that disagreement into the open, on purpose, before a demo ever gets booked.

What's inside

A scoring worksheet, a field guide written specifically for the SE seat, and a second worksheet built for the two of you to run together.

• The scoring worksheet: score all eight letters 1 to 3, with an evidence-or-gap column for each, plus a reading of what the total actually means for the deal
• The eight-letter field guide: a plain job description for each letter from the SE's seat, with what you own outright versus what you only influence called out separately
• The four deal-killers: named patterns worth watching for on your own pipeline, including the demo gate and the enthusiasm-only champion who loves the product and sells nothing
• A shared grading exercise: a second worksheet built for AE/SE pairs, graded solo first and reconciled out loud second, so the disagreement becomes the data instead of getting smoothed over
• Where it connects: how the worksheet ties into a qualifying workshop and a forecasting workshop, if you're running either with your team

How to use it

Grade solo first. No peeking at your partner's sheet. Then sit down together and reconcile out loud: the gaps between your two sheets aren't a problem to smooth over, they're the most useful part of the exercise. Re-score after every material touch on the deal, not just once at kickoff. A stale MEDDPICC is worse than no MEDDPICC at all, and a demo with three blanks in the map is a demo you're giving for free.

Want a second set of eyes on how your team is qualifying deals? Book an intro call and I'll walk through it with you.