the letters
| letter | meaning | what to pin down on the call |
|---|---|---|
| m | metrics | a quantifiable outcome. “save 10 hours/week”, “cut churn from 8% to 5%” - not “improve efficiency” |
| e | economic buyer | the person who can say yes to the spend without asking anyone else |
| d | decision criteria | the checklist they’ll actually use to compare vendors |
| d | decision process | the steps, stages, and timeline from today to signed contract |
| p | paper process | legal, procurement, security review, vendor onboarding |
| i | identified pain | the problem that justifies change - not a nice-to-have |
| c | champion | an internal advocate with access, influence, and something to gain |
| c | competition | incumbents, in-house builds, or “doing nothing” |
before the call
- switch to meddpicc (
⌘2) before you hit record - connect google calendar so attendee names + domains flow into the prompt - this materially improves
economic_buyerandchampionattribution - if you know the account ahead of time, jot what you already know in the notes panel - it won’t feed the ai, but it keeps you anchored
during the call
meddpicc mode updates each field live as the transcript grows. you don’t need to ask every question explicitly, but here’s a prompt set that tends to surface the fields: metrics- “if this worked, what would you measure three months in?”
- “what’s the number you’re trying to move?”
- “who else needs to sign off on something this size?”
- “where does the budget for this sit?”
- “when you’ve evaluated tools like this before, what mattered most?”
- “what would make you rule a vendor out?”
- “walk me through what happens between today and a signed contract”
- “have you bought something at this price point before? how did that go?”
- “any security review or legal step we should plan for?”
- “do you have a vendor onboarding process?”
- “what happens if you don’t solve this this quarter?”
- “how are you handling it today?”
- “who else on your side is feeling this pain?”
- “who’d be using this day-to-day?”
- “what else are you considering?”
- “what would you do if we didn’t exist?“
reading the output
the meddpicc pane shows each field as a short summary with the supporting quote. good signs:- concrete metrics - numbers, timeframes, current-vs-target
- named economic buyer - a person, not a role
- champion with a reason - “sarah, because her team is blocked on this”
- competition includes “doing nothing” - a real risk, not just other vendors
- metrics field says “improve productivity” - press for a number next call
- economic buyer is null after 30 minutes - you’re talking to the wrong person
- decision process is null or “they’ll get back to us” - no real process = no real deal
after the call
- save the meeting (
⌘son macos) - review the meddpicc pane. if a field looks wrong, check the transcript quote - the ai only uses what was actually said
- export to attio (macos only) - meddpicc fields ride along with the note. see attio
- for your next touch, the empty fields are the agenda
regenerating
if the call ran long and early qualification got buried, open the saved meeting and click update insights to re-run against the full transcript. meddpicc mode re-extracts all 8 fields.using questions mode alongside
after a discovery call, switch to questions mode (⌘4) on the saved meeting. it generates 5-8 incisive follow-ups referencing specific things said - useful as prep for the next meeting or as the body of your follow-up email. see questions mode.
webhook output
meddpicc fields are included in the webhook payload undermeeting.meddpicc when meddpicc mode has run. full shape in webhooks.