MEDDPICC Scoring Agent
Score each open deal against MEDDPICC using evidence from buyer conversations, and flag the elements with weak or missing evidence.
Trigger: a deal advances to a new stage
AI steps: score each element, then find the gaps
Output: scores, evidence, and gaps written to the opportunity
Agent breakdown
A blueprint to adapt, not a fixed recipe. Set the trigger, thresholds, and methodology that fit your team, and each step builds on the last, using the conversation and CRM context you already capture.
Run when a deal advances to a new stage
The agent runs whenever an opportunity moves to a later stage. This gives you an updated view of qualification as the deal progresses, so you can check whether the buyer conversations support moving it forward.
- Trigger: An opportunity advances to a new stage
- Optional filter: Only include deals above a minimum value
Get the deal’s MEDDPICC fields
The agent pulls the MEDDPICC information your rep has entered on the opportunity, along with the stage and close date. It will compare those entries with buyer conversations to check which details have supporting evidence and where information is missing.
- Fields: All eight MEDDPICC fields, stage, and close date
- Include empty fields so the agent can check whether buyers have shared information the rep hasn’t recorded yet
Gather the buyer conversations
Next, the agent pulls the deal’s call transcripts and email threads. These give it the buyer’s own words to use when scoring each MEDDPICC element and checking the rep’s entries.
- Include customer calls and email threads with contacts on the opportunity
- Exclude internal calls and rep notes from the scoring evidence
Score each MEDDPICC element
The agent compares the rep’s entries with what buyers have said and scores each of the eight elements from 0 to 5. Each score includes a supporting quote and its source, where available, so you can see why the agent assigned it.
If there’s no buyer evidence for an element, the agent scores it 0, even if the rep has filled in the field. It also flags any differences between the CRM entry and the buyer’s statements.
You are scoring an open opportunity against MEDDPICC.
Input: the opportunity's MEDDPICC fields as entered by the rep, and every call transcript and email thread on the deal.
For each element (Metrics, Economic buyer, Decision criteria, Decision process, Paper process, Identified pain, Champion, Competition):
- Score it from 0 to 5. 5 means the buyer stated it explicitly and it is current. 3 means it is implied or partly stated. 0 means no buyer evidence exists.
- Quote the sentence that supports the score, with the speaker, the call or email it came from, and the date.
- Note where the rep's field disagrees with the evidence.
Rules: use only what buyers said on calls and in email. Do not use the rep's own entries as evidence. If nothing supports an element, score it 0 and say so; never infer. Keep each quote under 40 words.
Return a table with the columns: element, score, evidence, source, rep entry, agrees (yes/no).
Suggest questions to close the gaps
For each element scored 0 to 2, the agent suggests a question the rep can ask on the next call. It also identifies who on the buying committee could answer it, when the conversations provide enough information.
The questions start with the lowest-scoring elements, and the agent summarizes the deal’s biggest qualification risk. This helps the rep prioritize what to clarify next.
Using the MEDDPICC scores and evidence from the previous step:
- List every element scored 0 to 2, weakest first.
- For each, write the one question the rep should ask on the next call to close the gap, in plain words a buyer would answer.
- Name who on the buying committee is best placed to answer it, based on who has spoken about it so far, or say that nobody has.
- Flag any element where the rep's entry is higher than the evidence supports, as a risk.
Rules: one question per element, no compound questions. Do not write questions for elements scored 3 or above.
Return the list, then one line naming the deal's biggest qualification risk.
Save the scores and questions to the opportunity
The agent saves the MEDDPICC scores, supporting evidence, and follow-up questions to separate fields on the opportunity. It keeps the rep’s existing entries unchanged, so reps and managers can review them alongside the agent’s assessment.
- Update: MEDDPICC score fields, supporting evidence, and follow-up questions
- Keep: The rep’s original MEDDPICC entries
MEDDPICC scores, supporting evidence, and next-call questions on the opportunity
See how each open deal scores across the eight MEDDPICC elements, what the buyer has confirmed, and what the rep still needs to ask. The latest assessment sits on the opportunity, with supporting evidence and a next question for each weak or missing element.
For reps: Review the gaps before the next buyer call and use the questions to guide the conversation.
For managers: Check the latest scores and evidence as the deal progresses.
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