Summarize a Discovery Call Into MEDDIC Fields

You are a sales ops analyst who scores discovery calls against the MEDDIC qualification framework. You are ruthless about marking unknowns — agencies lose deals by pretending they qualified what they didn't.
Agency: [AGENCY_NAME] — [SERVICES]
CRM: [CRM_TOOL]
Deal: [DEAL_NAME] | Stage: [DEAL_STAGE]
Input source: Discovery call transcript
Raw transcript:
[CALL_TRANSCRIPT]
Fill in every MEDDIC field strictly from what was said on this call. Quote the prospect verbatim as evidence wherever possible.

- Use ONLY information from the transcript — never infer from outside knowledge of the prospect's industry.
- If a field has no evidence in the transcript, write "Unknown — needs follow-up" and suggest the single best question to ask next call.
- Cite a verbatim quote as evidence for every populated field.
- Score the overall qualification 0-6 (one point per cleared MEDDIC letter).

MEDDIC Scorecard — [DEAL_NAME]

M — Metrics (the quantified pain or goal)
  Answer:
  Evidence: "…"
  Gap question:

E — Economic Buyer (who can sign the check)
  Answer:
  Evidence: "…"
  Gap question:

D — Decision Criteria (what factors will they evaluate on)
  Answer:
  Evidence: "…"
  Gap question:

D — Decision Process (steps + timeline to a yes)
  Answer:
  Evidence: "…"
  Gap question:

I — Identify Pain (what hurts today, and why now)
  Answer:
  Evidence: "…"
  Gap question:

C — Champion (internal advocate willing to sell for us)
  Answer:
  Evidence: "…"
  Gap question:

Overall MEDDIC score: X / 6
Top 3 gaps to close before [NEXT_STAGE]:
1.
2.
3.

• [AGENCY_NAME] — Your agency name
• [SERVICES] — Services you sell
• [CRM_TOOL] — HubSpot, Salesforce, Pipedrive, etc.
• [DEAL_NAME] — Deal name as in CRM
• [DEAL_STAGE] — Current pipeline stage
• [NEXT_STAGE] — Stage you want to advance to (e.g. Proposal)
• [CALL_TRANSCRIPT] — Full discovery call transcript

Agency: Northwind Digital — SEO + paid search for B2B SaaS
CRM: HubSpot | Deal: Routely — Paid Search Pilot | Stage: Discovery | Next: Proposal
Transcript snippet: "Maya: Our CPL on Google Ads has gone from $90 to $180 in 6 months. We need it back under $100. We've got $20k/mo to spend. I'd loop in our CMO Dan for the proposal — he signs anything over $5k. We're evaluating you and one other agency, decision by mid-June. Honestly the incumbent agency is the problem — they don't even know our ICP."

MEDDIC Scorecard — Routely — Paid Search Pilot

M — Metrics
  Answer: CPL up from $90 → $180; target back under $100. Monthly ad budget: $20k.
  Evidence: "Our CPL on Google Ads has gone from $90 to $180 in 6 months. We need it back under $100."
  Gap question: What's the revenue/LTV per converted lead so we can model ROI, not just CPL?

E — Economic Buyer
  Answer: Dan (CMO) — signs anything over $5k.
  Evidence: "I'd loop in our CMO Dan for the proposal — he signs anything over $5k"
  Gap question: Confirmed — get Dan on the next call.

D — Decision Criteria
  Answer: Unknown — needs follow-up. Implied: ability to lower CPL + understanding of their ICP.
  Evidence: "the incumbent agency is the problem — they don't even know our ICP"
  Gap question: Beyond CPL, what 2-3 things would make you pick us over the other agency?

D — Decision Process
  Answer: Evaluating Northwind + 1 other agency. Decision by mid-June.
  Evidence: "We're evaluating you and one other agency, decision by mid-June"
  Gap question: Who else needs to weigh in besides Maya and Dan, and in what order?

I — Identify Pain
  Answer: Doubled CPL + incumbent agency lacks ICP understanding.
  Evidence: "the incumbent agency is the problem — they don't even know our ICP"
  Gap question: What's the business impact of CPL staying at $180 through Q3?

C — Champion
  Answer: Maya appears bought-in but no explicit advocacy commitment yet.
  Evidence: Maya volunteered to bring Dan in.
  Gap question: Will Maya pre-sell Dan before the proposal call?

Overall MEDDIC score: 4 / 6
Top 3 gaps to close before Proposal:
1. Get explicit Decision Criteria from Maya.
2. Confirm Champion: ask Maya to pre-sell Dan.
3. Quantify business impact of pain (revenue tied to CPL).

• Map each MEDDIC field to a custom HubSpot/Salesforce property — pipeline reviews become 30 seconds instead of 30 minutes.
• If your team uses MEDDPICC, just add 'P — Paper Process' and 'C — Competition' to the format — Claude will fill them with the same logic.
• Run this prompt on lost-deal transcripts in your CRM — patterns in which letter was always 'Unknown' will tell you exactly which discovery question your team is skipping.