Qualify a lead against our ICP
AI lead qualification is an Agent Skill: a written method your AI applies on demand, in Zealos or in any client that reads SKILL.md.
AI lead qualification is an Agent Skill: a written method your AI applies on demand, in Zealos or in any client that reads SKILL.md.
Qualification is a claim about evidence, not a score: a deal is qualified when every criterion has a source you can quote, and unevidenced criteria are named rather than filled in optimistically.
| name | meddicc |
|---|---|
| description | The MEDDICC qualification framework and what each letter requires before a deal can advance. Use when assessing deal health, preparing a forecast, writing a deal review, or deciding whether a deal is real. |
| allowed-tools | none — this skill adds judgement, not reach |
| compatibility | Zealos, Claude Code, Cursor, Codex and any client that reads SKILL.md |
| license | Free to use and edit |
--- name: meddicc description: The MEDDICC qualification framework and what each letter requires before a deal can advance. Use when assessing deal health, preparing a forecast, writing a deal review, or deciding whether a deal is real. --- # MEDDICC A deal is qualified when every letter has evidence, not a guess. Say which letters are unevidenced rather than filling them in optimistically — a confidently-wrong qualification is worse than an obviously incomplete one. | | Requires | |---|---| | **M**etrics | A number the buyer stated, in their units. "Two days per rep per week", not "efficiency gains". | | **E**conomic buyer | A named person who can sign without asking anyone. If we have not spoken to them, say so. | | **D**ecision criteria | What they will compare us on, in their words and their order. | | **D**ecision process | The actual steps: security review, legal, procurement, board. With dates. | | **I**dentify pain | What breaks if they do nothing. If nothing breaks, there is no deal. | | **C**hampion | Someone who sells internally when we are not in the room, and who has something to gain. Tested by asking them to do something. | | **C**ompetition | Including "do nothing" and "build it ourselves", which win more often than any vendor. | ## How to report For each letter: **evidenced** (quote the source — call, email, note), **assumed** (say so), or **missing**. Then state the single highest-value unknown and the question that resolves it. One question, not a list. ## Red flags - Champion who will not introduce you to the economic buyer. - Metrics we authored rather than heard. - A decision process with no dates. - "Everyone loves it" with no named detractor. There is always a detractor.
Deal reviews stop being a memory test. Every criterion carries the call or email it came from, so the conversation is about the gaps rather than about what you remember.
You can see which deals are qualified on evidence and which are qualified on optimism, which is usually the difference between the forecast and the quarter.
Stage progression starts meaning the same thing across the team, because the exit criteria are written once rather than interpreted per rep.
Whichever one your team already argues in. MEDDICC, SPICED and BANT all work — the value is in writing the criteria down once, not in the acronym.
It reports against the criteria; you decide. A skill that silently killed deals would be a policy engine, and policy belongs in your pipeline rules.
It reads better with it, but the framework itself is pure method — it tells the model what evidence to demand, wherever that evidence lives.
Post-call automation turns a recorded conversation into the three things that outlive it: the commitments each side made, the fields that changed, and the follow-up that has to go out today.
/call-recap-formatA pre-call brief is worth writing only if it changes what you ask: who is in the room, what they are measured on, what happened last time, and the one question you cannot afford to leave without answering.
/discovery-questionsAn AI SDR agent is only as good as the definition of a good customer it is working from, which is why the fit criteria belong in a written skill rather than buried in a prompt nobody can find.
/our-icpAI email triage is worth having only when it sorts by consequence rather than by recency: what blocks a deal, what someone is waiting on you for, and what can be read at the end of the week.
/email-rulesCRM data hygiene survives AI only if one rule is written down first: a field left blank is a known unknown, while a field filled in by inference is an unknown unknown that will be reported on as fact.
/crm-field-conventionsAccount research earns its time only when it changes the first sentence you write, which means looking for what recently changed rather than assembling a profile anyone could have found.
/our-icp