Meeting Prep

Overview

Win rates are decided before the call. This skill produces a one-page brief: account snapshot, attendee profiles, tailored question banks, and — for active deals — a MEDDICC gap analysis showing which dimensions still need evidence.

SPICED (Winning by Design) structures early discovery conversations. Gap Selling (Keenan) deepens problem diagnosis — current state, future state, quantified gap, root cause, happy-ears guardrails. MEDDICC (Andy Whyte) scores deal qualification with evidence. They do not contradict — SPICED uncovers; MEDDICC scores. Both map to the same CRM fields defined in pipeline-management.

When to Use