MEDDPICC is the gold standard for enterprise sales qualification. Used by the world's top B2B sales teams, MEDDPICC provides a structured framework for understanding complex deals: Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, and Competition. The challenge with MEDDPICC isn't understanding it—it's implementing it consistently. Sales reps skip questions, forget to document answers, or fail to score deals objectively. Talkpoint solves this by turning MEDDPICC into a structured scan your prospects complete before meetings. You get category scores across all eight MEDDPICC elements, plus AI-generated talking points tailored to gaps in their qualification. The result is consistent MEDDPICC implementation across your entire team, without the spreadsheet chaos.
Template questions (preview)
A sample of the questions included in MEDDPICC Qualification Scan. Use this template as a starting point, then customise it to your workflow.
Metrics
Quantifiable measures the prospect uses to evaluate success. Understanding their metrics reveals how they'll measure ROI and what outcomes matter most. High scores indicate clear success criteria; low scores suggest the need to help them define measurable goals.
- •What specific outcomes are you trying to achieve?
- •How will you measure success for this initiative?
- •What's the financial impact of solving this problem?
Economic Buyer
The person with budget authority and final decision power. Identifying the economic buyer early is critical for deal velocity. High scores indicate direct access to budget authority; low scores suggest you may be engaged with evaluators only.
- •Who has final budget authority for this purchase?
- •What is their role and title?
- •Have you engaged with them directly on this initiative?
Decision Criteria
The formal and informal factors the organisation uses to evaluate solutions. Understanding decision criteria helps position your solution effectively. High scores indicate clear evaluation frameworks; low scores suggest early-stage exploration.
- •What are the must-have requirements for your solution?
- •What would make one solution stand out over another?
- •Are there technical or compliance requirements we should know about?
Decision Process
How the organisation makes purchasing decisions, including stakeholders, approvals, and procurement steps. High scores indicate a well-defined process you can navigate; low scores suggest potential delays or undefined buying procedures.
- •Walk us through how you typically make a decision like this
- •Who else needs to be involved in this evaluation?
- •What stage are you at in your evaluation?
Paper Process
The legal, procurement, and administrative steps required to execute a contract. Understanding the paper process helps forecast accurately. High scores indicate streamlined procurement; low scores warn of potential legal or procurement delays.
- •What approvals are needed after selecting a vendor?
- •How long does procurement typically take?
- •Are there specific legal or security requirements?
Identify Pain
The business problems driving the prospect to seek a solution. Pain is the emotional and business motivation behind the purchase. High scores indicate urgent, well-articulated pain; low scores suggest nice-to-have rather than must-have status.
- •What's driving the urgency to solve this now?
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How it works
From scan to conversation in three simple steps
Use the MEDDPICC template
Start with our pre-built MEDDPICC qualification scan. Customise questions to match your sales process and industry.
Send to prospects
Share the scan after initial contact. Prospects answer MEDDPICC questions in their own words before your discovery call.
Review qualification scores
See category scores for each MEDDPICC element. Use AI talking points to address gaps in Metrics, Champion, Competition, and more.
What you get
Everything you need to start better sales conversations
MEDDPICC scoring
Visual scores for all eight MEDDPICC categories. Instantly see which deals are qualified and which need work.
Champion identification
Structured questions reveal who's advocating internally and their level of influence.
Economic Buyer mapping
Capture who controls budget and whether you have access to final decision authority.
AI qualification insights
Talking points that help you address MEDDPICC gaps—from missing metrics to competitive positioning.
Deal qualification reports
Export branded MEDDPICC summaries for pipeline reviews and forecasting.
Consistent implementation
Every rep uses the same MEDDPICC framework. No more inconsistent qualification across the team.
When to use this
Common scenarios where this approach adds value
Enterprise sales cycles
Complex B2B deals with multiple stakeholders, long sales cycles, and significant deal values.
Pipeline qualification
Score existing opportunities against MEDDPICC criteria to prioritise high-quality deals.
Sales team enablement
Train reps on MEDDPICC by having them use structured qualification scans with every prospect.
Forecast accuracy
Base forecasts on objective MEDDPICC scores rather than rep optimism.
Example talking points
AI-generated conversation starters based on scan responses
- 1Your Metrics score is strong—you've clearly defined success as 20% efficiency gain. Let's discuss how we'll measure and report that.
- 2We haven't yet connected with your Economic Buyer (CFO). What would help us get time with them?
- 3You mentioned evaluating two competitors. Understanding your Decision Criteria will help us differentiate clearly.
- 4Your internal champion (Sarah) has strong influence. Let's arm her with the business case she needs for the board.