> ## Documentation Index
> Fetch the complete documentation index at: https://miniti.app/docs/llms.txt
> Use this file to discover all available pages before exploring further.

# meddpicc playbook

> how to actually run a discovery call with meddpicc mode

meddpicc mode turns every discovery call into structured sales qualification. this page is the practical version - how to set it up, what to listen for, and how to read the output. for the feature overview see [ai insights](/docs/features/ai-insights).

<Frame>
  <iframe width="100%" height="400" src="https://www.youtube.com/embed/6AUUfcjq7K4" title="miniti - live meddpicc sales analysis" frameBorder="0" allow="accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture" allowFullScreen />
</Frame>

## 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

1. switch to **meddpicc** (`⌘2`) before you hit record
2. connect [google calendar](/docs/integrations/google-calendar) so attendee names + domains flow into the prompt - this materially improves `economic_buyer` and `champion` attribution
3. 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?"

**economic buyer**

* "who else needs to sign off on something this size?"
* "where does the budget for this sit?"

**decision criteria**

* "when you've evaluated tools like this before, what mattered most?"
* "what would make you rule a vendor out?"

**decision process**

* "walk me through what happens between today and a signed contract"
* "have you bought something at this price point before? how did that go?"

**paper process**

* "any security review or legal step we should plan for?"
* "do you have a vendor onboarding process?"

**identified pain**

* "what happens if you don't solve this this quarter?"
* "how are you handling it today?"

**champion**

* "who else on your side is feeling this pain?"
* "who'd be using this day-to-day?"

**competition**

* "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

red flags the ai will surface as vague or empty fields:

* 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

1. save the meeting (`⌘s` on macos)
2. review the meddpicc pane. if a field looks wrong, check the transcript quote - the ai only uses what was actually said
3. export to attio (macos only) - meddpicc fields ride along with the note. see [attio](/docs/integrations/attio)
4. 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](/docs/features/questions-mode).

## webhook output

meddpicc fields are included in the webhook payload under `meeting.meddpicc` when meddpicc mode has run. full shape in [webhooks](/docs/integrations/webhooks).

## not a replacement for judgment

meddpicc mode extracts what was said. it can't tell you whether the champion is actually a champion or whether the economic buyer was bluffing. use it as a checklist and a memory aid, not an oracle.