Use MEDIC to Find Sales Qualification Gaps Fast (Full Transcript)

[00:00:00] Speaker 1: The discovery call went great and the notes looked solid, but is the deal actually qualified? I'm Pedro from Fireflys. Here's that call, run through MEDIC, the Sales Qualification Framework, Fireflys wrote at the moment the call ended. MEDIC stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain and Champion. Six questions. Every deal has to answer before you can forecast it. It was developed at PTC in the 1990s and is still one of the most widely used ways to qualify complex B2B deals. In this guide, what each letter means, how to spot the gaps, the exact questions to ask, and a free MEDIC checklist at the end. Fred is your AI teammate from Fireflys. He joins your sales calls straight from your calendar. It works on Zoom, Google Meet, and Microsoft Teams, so every discovery call gets the same treatment. When the call ends, an AI skill called MEDIC reads the full transcript and sorts what the buyer said under the six letters. Every point links to the moment it was said. So instead of filling in a qualification form for memory, you review one that's already filled in. Metrics, the numbers behind the problem. Here, the ops team loses about a day a week, rebuilding reports, and reporting will double after two new warehouses open. Economic Buyer, the person who can say yes to the money. Dana Reyes owns the evaluation and the budget request. Keep that word, request. We'll come back to it. Decision criteria, what they'll judge you on, a Monday report with no manual work, and one shared source for the numbers. Decision process, the steps to a signed deal. IT must approve any tool that touches warehouse data. Identify pain. Why they'd change at all. Reports. Nobody can trace when the analyst who built them is out. Champion. Someone inside who sells for you when you're not in the room. Dana is driving this and she asks for a tailored demo. Now read it like a sales manager would. Three things are weak or missing. Economic Buyer. Dana requests the budget so someone else approves it. That person wasn't named and wasn't on the call. Decision process. It stops at IT. What happens after the security review and by when? Nobody said. Champion. Dana is engaged, but a champion is someone with influence who acts for you. We haven't tested that yet. That's the point of Medic. A summary tells you what was said. Medic tells you what's missing. And before you mark anything as confirmed, click its timestamp. You'll hear exactly how the buyer said it. Every gap becomes a question for the next call. Here's one for each letter. Metrics. What does that day a week cost you and what would it be worth to get it back? Economic Buyer. Who signs off on the budget. And what do they need to see? Decision Criteria. How will you compare options? And what's a must-have? Decision Process. After the IKEA review. What are the steps to a signed agreement and by when? Identify Pain. What happens if nothing changes before the new warehouse is open? Champion. Would you set up a meeting with the budget owner and walk them through it with me? That last one is the test. A real champion says yes. Open A. I skills and search for Medic. Right next to it is Sales Qualification, which scores every call against Bond, Medic, and Spiced if you'd rather have a score. Before you turn anything on, try it on a past call. Open the skill. Type the at sign. Pick a recorded sales call and ask it to run. You'll see the full analysis on your own meeting. Then open. Manage Skill. It runs after every meeting, as text, and you can choose where the output goes. Send it to Slack, your email, Notion, or Google Sheets after every call so your manager sees every deal's Medic without asking. New to Fireflies? Sign up free, connect your calendar, and record one sales call. The built-in prompt is one line, summarize the call using Medic, grouped by section, with timestamps, want it to do the gap audit for you, copy it into a custom skill, and add three rules. Mark each letter, confirmed, partial, or missing. Never guess a name or a number. And for every letter that isn't confirmed, write the next question to ask. The full prompt is in the guide linked below. Medbic adds two letters, paper process, which means legal, procurement, and security paperwork, and competition. Start with Medic. Add the extra two when your deals get bigger and longer. Doing it by hand? Here's the checklist. Six lines, each with one question, a number for the pain, a named budget owner, their buying criteria, the steps and dates to signature, the reason to change now, and a champion you've tested. If you can fill a line, that's your next goal. And if a deal can't pass all six, keep it out of your commit forecast until it does. Want the notes side of a sales call too? Watch our guide on how to summarize a sales call, linked below. The checklist is in the guide linked below. Or let Fireflies fill it in on your next sales call.