MEDDPICC Checklist — 8 Questions to Qualify Every Deal
MEDDPICC is only as good as the quality of answers your reps can provide for each element. This checklist gives you the exact questions to ask — and the red flags that tell you a deal is less qualified than it looks.
M
Metrics
Quantify the business impact the buyer expects from solving the problem.
1.What does solving this problem mean in revenue, cost, or time terms?
2.How is success measured today — and what's the current baseline?
3.What would a 10% improvement in this metric be worth annually?
Red flag:Rep can only describe the problem qualitatively. No numbers attached.
E
Economic Buyer
Identify and access the person with budget authority and final approval.
1.Who owns the budget for this purchase?
2.Have we had a direct conversation with that person — not just their team?
3.What does the Economic Buyer need to see before approving?
Red flag:Rep has only talked to the champion. Economic Buyer is 'supportive but hasn't been involved.'
D
Decision Criteria
Understand how the buyer will evaluate and compare solutions.
1.What criteria will be used to make the final decision?
2.How are those criteria weighted or ranked?
3.Where do we score strongest — and weakest — against those criteria?
Red flag:Rep describes criteria from their perspective, not directly from the buyer.
D
Decision Process
Map the steps, stakeholders, and timeline from verbal yes to signed contract.
1.What are all the steps required before this can be signed?
2.Who needs to be involved at each step, including procurement and legal?
3.What's happened in past purchases of similar size at this company?
Red flag:Rep doesn't know what happens after their champion says yes.
I
Implicate the Pain
Connect the problem to the Economic Buyer's priorities and cost of inaction.
1.What happens if nothing changes in 6 months? In 12 months?
2.How does this problem affect the Economic Buyer's personal goals or team metrics?
3.Has the cost of this problem been discussed with the Economic Buyer directly?
Red flag:Pain is described as a team inconvenience, not a strategic cost to the organization.
C
Champion
Confirm you have an internal advocate with influence who is selling for you.
1.Who is actively advocating for us internally when we're not in the room?
2.Has the champion put their credibility on the line for this purchase?
3.Can the champion access and influence the Economic Buyer?
Red flag:The 'champion' just likes the product. They aren't creating internal urgency.
P
Paper Process
Understand every step between verbal commitment and executed contract.
1.What's the legal review process? Who initiates it and how long does it typically take?
2.Is there a vendor approval or security review required?
3.Who drafts the SOW or order form, and who has to sign?
Red flag:Rep thinks the deal closes when the champion says yes. Legal review hasn't been discussed.
C
Competition
Know who else is in the deal and how you're positioned against them.
1.Who else is being evaluated? What's their status in the process?
2.What do we know about the buyer's relationship with the competition?
3.Where does the competition score better against the decision criteria?
Red flag:Rep says 'we're the only vendor being considered' without being able to verify it.
The self-reporting problem
The challenge with any MEDDPICC checklist is that reps fill it in based on what they believe happened — not what was actually confirmed on calls. A rep who feels good about a deal marks every element green. The checklist reflects optimism, not reality.
The fix is scoring each element against call transcripts — not rep memory. DealIQ OS does this automatically after every call, filling Salesforce with what was actually confirmed and flagging what's still missing.
Automate this checklist from every call
Stop relying on reps to self-score. DealIQ OS runs this checklist against every call transcript, fills your Salesforce fields with what was actually said, and blocks stage advancement until criteria are confirmed.