Manager field guide · Deal IQ

MEDDPICC Under Pressure

Qualification evidence, failure modes, and ICCE coaching for live B2B deals

Inspect deals with evidence, not gut feel. Use this page as your map. Download the PDF for worksheets, full element depth, and facilitator notes.

Download PDF guide Explore Deal IQ SPICED manager guide Game rulebook

Who this is for

Sales managers running weekly deal reviewsEnablement leaders designing MEDDPICC programmesRevOps owners who want a shared qualification language

Not certification, not CRM setup. For game mechanics see the rulebook link above.

Deal review spine

Pressure Qualification Loop

01FrameName the deal hypothesis in one sentence. What must be true for this opportunity to be real this quarter?
02DiscoverGather evidence through customer language. Prefer indirect discovery that keeps the buyer open over checklist interrogation.
03ValidateConfirm each MEDDPICC element with traceable proof: who said it, when, and what would falsify it.
04DecideAdvance, escalate to the Economic Buyer, or fold. Folding early is a qualification outcome, not a failure.

Ask for level and proof

Evidence Ladder

0Unknown

No credible source. Assumption or CRM default.

1Suspected

Internal guess or single weak hint. Not customer-validated.

2Indicated

Customer mentioned it, but not quantified or tied to pain.

3Confirmed

Customer stated it in their words. Linked to business pain or process.

4Validated

Confirmed with multiple stakeholders or documented in their buying process.

Tap for manager questions

Eight elements

Definitions, mistakes, and facilitator notes are in the PDF download.

Metrics

Customer cites numbers tied to pain, not your ROI slide.

?Which metric did the customer state in their own words?
?What baseline are they measuring from today?
?Who owns that metric internally?

Economic Buyer

Named individual, access plan, and criteria they use for spend approval.

?Who can say yes to budget without another approval layer?
?Have we met them or only heard about them?
?What would make them block this deal?

Decision Criteria

Ranked criteria in customer language, including non-product factors.

?What are the top three criteria, in their order?
?Which criteria favor us vs status quo?
?What proof do they need for each criterion?

Decision Process

Customer-drawn timeline with names, not your generic sales stages.

?What happens after this meeting? Who else must weigh in?
?What date is tied to their internal milestone, not our quarter?
?Where do deals like this usually stall?

Paper Process

Named owners for legal and security. Rough duration from similar deals.

?Has legal or security been engaged on scope?
?What is the typical contract cycle for this spend band?
?Who signs and what precedes signature?

Identify Pain

Customer describes consequences of delay in operational terms.

?What breaks if they wait another quarter?
?Who feels the pain daily, not only in a steering deck?
?Did they describe pain without us prompting the acronym?

Champion

Champion takes risk for you: introduces EB, shares internal docs, coaches you on landmines.

?What have they done that costs them political capital?
?Do they win if we win, in a way they can explain internally?
?When did we last stress-test their access to the EB?

Competition

Customer names options and how they score them, not only your battlecard.

?What happens if they choose to do nothing?
?Who else is in the evaluation and why?
?Which alternative are they leaning toward today and why?

Behavioural coaching

ICCE lens

Intelligence
Speed from surface questions to strategic depth.
Character
Integrity, grit, disciplined fold decisions.
Coachability
Adjusts after coaching cues within the same run.
Experience
Trajectory across attempts. Weighted lower than the other three.

Pipeline review

Red flags

!Deep MEDDPICC questions while stakeholder trust is still low
!Metrics or ROI before Identify Pain reaches confirmed level
!Paper Process before Decision Process is mapped
!Competition talk before Decision Criteria are understood
!Champion deployed for EB access without a prior commitment test
!Verbal yes with no named owner for legal or security

6 more flags in the PDF, plus debrief worksheet and fold criteria.

Facilitator

60-minute pilot

0-10 min

Brief

Deal archetype, success criteria, MEDDPICC focus element for the session.

10-50 min

Live simulation

Deal IQ room. Reps play intent-first turns. Manager observes, does not coach mid-turn.

50-70 min

Debrief

MEDDPICC board replay. ICCE profile. One failure mode per rep.

70-85 min

Manager worksheet

Each rep: one keep, one fix, one next deal action.

85-90 min

Export

CSV or print summary for enablement records.

Deal IQ exports

What managers see after a run

Deal IQ MEDDPICC board with element levels — MEDDPICC board: eight elements, levels 0 to 4, evidence trail per turn.

Deal IQ ICCE radar scorecard — ICCE profile: four dimensions with transparent weights and evidence links.

Deal IQ session statistics and manager export — Manager view: session stats and export for enablement reviews.

FAQ

Is this guide a substitute for MEDDPICC training?+

No. It is a manager practice layer: how to inspect deals and run simulation-backed coaching. Pair it with your internal playbook and Deal IQ sessions.

How is this different from the Deal IQ rulebook?+

The rulebook explains game mechanics, Alex and Klara, and turn structure. This guide explains qualification evidence, deal review, and ICCE coaching in enterprise practice.

Does Deal IQ certify reps on MEDDPICC?+

No. Deal IQ is practice infrastructure: live simulation plus behavioural scorecards. Certification vendors teach theory; we train decisions under pressure.

How long is a facilitated pilot?+

Typically 60 to 90 minutes per cohort including debrief and export.

Can we customize MEDDPICC elements?+

Yes. Client engagements often add dimensions such as Partners or Risk on top of standard MEDDPICC.

Run a facilitated pilot

Download the guide, run Deal IQ with your cohort, debrief with ICCE evidence the same week.

Download PDF Book a discovery call