# MEDDIC Deal Qualification Checklist

> A one-page pre-call checklist that forces you to answer Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion before you log the opportunity.

Free checklist for sales reps. Topic: [Sales Process & Methodology (MEDDIC, SPIN, Challenger)](https://www.peerlab.ai/library/topic/sales-process-methodology-meddic-spin-challenger/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/meddic-deal-qualification-checklist/

## How to use it

Run through all six letters before every discovery call as a pre-call brief, and again before any deal is logged as Commit or Best Case: treat anything below Yellow as your next call's agenda, not a forecasting footnote.

## What's inside

- Metrics section, 5 diagnostic checks for quantified business impact
- Economic Buyer section, access and engagement checks
- Decision Criteria section, technical and business scoring checks
- Decision Process section: timeline, procurement, and stakeholder checks
- Identify Pain section, root-cause validation checks
- Champion section, 5-point strength test
- Red/Yellow/Green scoring rubric per MEDDIC element
- Overall deal-health scoring table (Commit / Best Case / Pipeline / Not Qualified)

Run this before you log any opportunity as Commit or Best Case. If you can't check at least 80% of a section, that section is your next call's agenda, not a gap to paper over in the CRM.

## M: Metrics
*What quantified business impact will this deal deliver, and can the customer say the number back to you?*

- [ ] I know the specific metric(s) this solution will move, named, not vague
- [ ] I have a customer-provided number, not just my own estimate
- [ ] The economic buyer, not just the champion, has acknowledged this metric matters
- [ ] I can calculate or estimate ROI/payback period from this metric
- [ ] The customer has stated a "before" baseline I can measure the "after" against

**Score:** Green = all 5. Yellow = 3-4. Red = below 3: you're selling on assumption, not evidence.

## E, Economic Buyer
*The person with final authority to release budget, not the person who will use the product.*

- [ ] I have identified the specific person (name + title) who can approve this spend without further sign-off
- [ ] I have spoken to them directly: not just heard about them from my champion
- [ ] I understand what THEY personally care about
- [ ] I know their approval process: alone, or a committee/board step above them
- [ ] I have a scheduled or completed meeting with them in the current sales cycle

**Score:** Green = all 5. Yellow = 3-4 (EB *identified* but not *engaged*, highest-leverage gap). Red = below 3, you do not have a real deal yet.

## D, Decision Criteria
*The formal and informal standards they'll judge every vendor against.*

- [ ] I know the technical/functional criteria (features, integrations, security, performance)
- [ ] I know the business criteria (price, contract terms, vendor stability, implementation timeline)
- [ ] I know how these criteria are weighted
- [ ] I have had input into the criteria, not just reacted to a pre-written RFP
- [ ] I know how our solution stacks up against each criterion, honestly, including weaknesses

**Score:** Green = all 5. Yellow = 3-4. Red = below 3, you're being evaluated against a scorecard you've never seen.

## D: Decision Process
*The steps, people, and paper that turn a verbal "yes" into a signed contract.*

- [ ] I know every step between now and signature (technical review, security review, legal, procurement, board approval)
- [ ] I know who is involved at each step and whether any are new stakeholders
- [ ] I have a mutual close plan with dates the customer has agreed to: not just my own forecast date
- [ ] I know their procurement/legal specifics (redline turnaround, security docs, PO process)
- [ ] I know what could stall this deal internally (budget cycle, competing initiatives, fiscal year-end)

**Score:** Green = all 5. Yellow = 3-4. Red = below 3, your close date is a guess.

## I: Identify Pain
*The real, root-cause business problem, not the surface-level feature request.*

- [ ] I can state the pain in the customer's own words, not my product's marketing language
- [ ] I understand why this pain exists NOW
- [ ] I have quantified the cost of doing nothing
- [ ] The pain is acknowledged by the economic buyer, not just the end-user/champion
- [ ] I have surfaced at least one layer beneath the stated pain

**Score:** Green = all 5. Yellow = 3-4. Red = below 3: you're solving a symptom, and so is your competitor.

## C, Champion
*Someone with influence who actively sells on your behalf when you're not in the room.*

- [ ] They have power/credibility inside the org
- [ ] They have personally benefited (or will benefit) from this deal closing
- [ ] They have taken a real action for you without being asked twice
- [ ] They have coached you on how to win internally
- [ ] They will be around and invested post-sale

**Score:** Green = all 5. Yellow = 3-4. Red = below 3: you have a "friendly," not a champion. See the companion Champion Identification & Development Checklist.

## Overall Deal Health

| Elements Green | Elements Yellow | Elements Red | Call it |
|---|---|---|---|
| 6 | 0 | 0 | Commit: forecast with confidence |
| 4-5 | 1-2 | 0 | Best Case: one more qualifying call before Commit |
| 3-4 | 2-3 | 0-1 | Pipeline: real, but not close-ready |
| 0-2 | any | 2+ | Not qualified, do not forecast; return to discovery |

**Rule of thumb:** Economic Buyer and Champion kill deals silently. A deal Green on Metrics, Decision Criteria, and Pain can still die if EB access and a real Champion aren't there, check those two first on every deal review.