MEDDPICC skill
The framework every enterprise SaaS sales org has rolled out. The real-time coach nobody had until now.
MEDDPICC is a qualification framework, not a selling framework. Its job is to stop you from investing months of effort in a deal that was never going to close. The problem: most reps do the qualification check once, at the end of the discovery call, from memory. AptSay runs it on every call, tracks which dimensions are still missing, and reminds you to close the gap before you move to the next stage.
Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition. AptSay watches the conversation and marks each one as covered, partially covered, or missing. If you are about to end a call and Economic Buyer is still missing, AptSay surfaces a last-minute question to ask.
Most MEDDPICC tools show you a dashboard of red / yellow / green checkmarks and expect you to figure out the right question. AptSay takes the next step: when a checkpoint is missing, it surfaces the exact question to ask. 'John just mentioned looping in procurement — ask: who signs off on spend in this range?'
Every sales org customizes MEDDPICC slightly. Some add a second 'C' for Compelling Event. Some collapse Decision Process and Paper Process. Some weight Champion more heavily because their deals always turn on internal politics. The skill is a markdown file — your sales ops lead can write your exact variant in an afternoon.
A Salesforce field is filled in by the rep, after the call, from memory, days late. AptSay tracks MEDDPICC during the call, automatically, and reminds the rep to fill the gap before the call ends. The two are complements: AptSay can write its live MEDDPICC state back to Salesforce on the roadmap.
All three variants ship as skills. Pick the one your team uses when you install AptSay, or write a custom variant.
Less well. MEDDPICC was designed for large, consensus-based enterprise sales. For product-led self-service motions, SPIN or a lightweight discovery framework usually fits better. AptSay can coach against any of them.
A small number of sales teams each week. No credit card, no deck, no demo call to request access.