SDR / BDR · SPICED
Play a PACE week (Precision, Angle, Cadence, Earned meeting). SPICED fills the handoff pack the AE can take. Win is a meeting the AE can work, not closed-won.
Practice before the live buyer room
Deal IQ
Practice the whole deal. Review the evidence. Assign the next mission.
Open the manager workspaceSee a sample debrief
Reps practice the whole deal, fitted to their seat. Managers review that evidence and assign the next mission in Revenue Command Center.
Territory DeskNow on this desk
Databricks over Palantir. Completions are the wrong score.
What teams actually test
Not slide recall. Research on the desks, a live buyer, then a debrief a manager can open.
Qualification is not a form. It is judgment in the room.MEDDPICC under pressure
One deal. Three seats.
SDR / BDR plays a PACE week; SPICED fills the handoff. AE runs MEDDPICC through the live buyer. CSM reads an Account Plan on the pack they inherit, then defends expand, renew, or hold. Same opportunity, the job that seat actually does.
AE · MEDDPICC
Territory through live MEDDPICC: desks, then a buyer who pushes back, then a debrief. Same intel from first cite to last turn.
CSM · Expand/Renew
Read the inherited pack on an Account Plan board (Grip, Movement, Internal capital, Commitments, Proof freshness). Defend expand, renew, or hold. Win is a defensible call, not net-new prospecting.
Why this matters before the room opens
Enterprise deals fail in prep, not only on the call. Deal IQ makes that visible.
- Most of the work happens before the meeting: intel, TAM, and opener stay untested.
- Managers see the forecast, not the desks.
- Framework language without practice does not survive a live buyer.
Act · Assessed practice
Three seats. Assessed work samples.
SDR and BDR practice SPICED. AEs practice MEDDPICC. CSMs defend expand, renew, or hold. After an assessed run, Game Is Serious can issue a public training credential you can verify and add to LinkedIn. It is a work sample, not a diploma. Recruiters keep a frozen hiring screen. Later skill interviews stay yours.
Job seeker: MEDDPICC qualifier
An assessed AE run the candidate owns. Public verifier. Add to LinkedIn as a training credential. Work sample, not a diploma. LinkedIn plate is live.
Open the MEDDPICC qualifierJob seeker: SDR / BDR · SPICED
Assessed SPICED for SDR and BDR. Win is a meeting an AE can work, not a closed deal. Practice and hiring are different doors. LinkedIn plate is live.
Open the SPICED qualifierJob seeker: CSM Qualifier
Assessed room for account managers and customer success. They inherit a closed account, audit the gaps, and defend expand, renew, or hold. Same eight MEDDPICC letters as AE, with post-sale meanings. Not a first-close clone. LinkedIn plate is live.
Open the CSM QualifierRecruiter: hiring work sample
SDR hiring freezes the handoff an AE can inherit, not a closed deal. AE hiring freezes live MEDDPICC under pressure, not a polished pitch. CS hiring freezes expand, renew, or hold on an inherited account. A human records hire or no-hire. Later skill interviews stay yours.
Open sales hiringInside the room
The desks, then the live buyer. Same intel the whole way.
Territory through Debrief on one opportunity. Toggle MEDDPICC or SPICED after handoff. Managers can open the desks before the real room.
Alex · game master
Account War Room: log a pain hypothesis. Klara tiers it: evidence-backed, plausible, too vague, or off-account.
Three acts before and during live play
War room · Klara hypothesis feedback
War roomLiveDebrief
MEDDPICC Board
Live qualification
54%
Metrics72%
Economic Buyer64%
Decision Criteria48%
Decision Process55%
Paper Process22%
Identify Pain71%
Champion41%
Competition58%
Klara · live coaching
Strong tier. Now cite the same doc title in your TAM reasoning.
Live scorecard: war room through business case
LiveWar room evidence
Strong
TAM coverage
74%
Hypothesis quality
Evidence-backed
Opener score
79%
Pre-contact log
Complete
Eight gaps that kill deals under pressure.
Tap each MEDDPICC dimension to see where qualification breaks when you are not in the room. This scenario-and-feedback loop is what Deal IQ runs in every session.
Pick a letter to see the story behind it.
0 of 8 explored
War room first, then your MEDDPICC
Qualification starts in the Account War Room, not the first call.
MEDDPICC is the board after war-room prep and intel handoff. For each client we add the dimensions their culture runs on. Reps prioritize TAM nodes and build openers with verified proof before live play starts.
MEDDPICC···PR
Your variables
Example for one manufacturing account
?
War room, TAM, and opener are fixed. We name and score extra dimensions to match your qualification system. Partners and Risk shown here are one client example, not a fixed add-on.
P
Partners
Channel and alliance dynamics after the opener. Reps resolve partner conflict and align joint value propositions in the business case.
R
Risk
Implementation and compliance risk in the capstone. Reps quantify and mitigate threats before the committee room.
We design the war room journey and board around your reality.
Live demo
Watch a run. Three minutes, no slides.
Desks, opener, then a live buyer. No voiceover. The system as it runs.
Act III · Review
For sales leaders
You see the desks before Turn 1, not only the score after. Review lives in Revenue Command Center.
Needs your decision
3 pending
Action queue
Needs your decision
Leo
Harborline path is ready. Approve it.
Maja
Retro scored. Assign the 1:1.
James
Listening slipped across rooms. Review the skills.
Manager review · Klara
Three people. Approve, assign, or review.Continue in Revenue Command CenterSee manager evidenceOpen the manager workspace
Built for these jobs
Built for
- CRO / VP Sales who need deal-ready practice before the live room
- Enablement and RevOps who need inspectable prep, not completion theater
- Frontline managers who coach from evidence before Turn 1
Not a fit for
- Teams seeking a soft-skills workshop without a deal artifact
- Orgs that only need a slide deck on MEDDPICC vocabulary
- Buyers looking for invented ROI guarantees or vanity completion metrics
Deal IQ FAQ
What happens before the live buyer?
AEs work five desks first: territory, account research, initiatives, pipeline, then qualification. Then a live buyer. SDR and BDR research, then hand off a meeting an AE can work, not a close. CSMs skip AE prospecting. They inherit the account, audit gaps, and call expand, renew, or hold.
How long is one session?
Most teams run 60 to 90 minutes from Territory through Debrief. Progress can be resumed if needed.
Can scenarios be customized?
Yes. Each cohort can run a tailored enterprise scenario: industry, product, personas, proof library, and MEDDPICC or SPICED per room.
Do reps need MEDDPICC training first?
No. Research context and consequence-based coaching teach the framework during the run, not through front-loaded theory.
Is voice input available?
Yes. Players can type or speak actions in English, German, and Farsi.
What can managers see before live play?
Prep progress, when research started, minutes in play, and desk detail (docs, hypotheses, market size, opener) before the first live turn.
When does ground truth appear?
Hypothesis tiers and Klara coaching reflect process quality during the run. The strategic retrospective and hidden account truth appear at debrief only.
When should we pick SPICED instead of MEDDPICC?
SPICED fits SDR and BDR discovery and a clean handoff to the AE. MEDDPICC fits AE first-close through a live buyer. CSMs use the same eight MEDDPICC letters after the sale: inherited account, health versus ticket noise, QBR, then expand, renew, or hold. Not an AE first-close clone.
How do the qualifier and hiring work sample differ?
Job seekers run an assessed room they own and can publish. Recruiters freeze a hiring screen on the same engine. Later skill interviews stay yours. The live buyer try stays a separate door.
Can a rep rehearse tomorrow's real meeting on their own?
Yes. They pick the seat, the account, and the pressure, then enter practice. SDR plays a week toward an earned meeting. AE plays a live deal. CSM plays expand, renew, or hold on an inherited account. Evidence still lands in Revenue Command Center.
Rulebook. Practice. Review. Assign.
Act IV · Assign
A live buyer, then the evidence.
GISLIVE is the live buyer. SwiftLane is desks through debrief.
Open the MEDDPICC qualifierFellowship demo (SwiftLane)See a sample debrief