1 min lesson
SPICED as an alternative
Rebuild the parts of "SPICED as an alternative", then say why each one matters.
Step 1 of 2
SPICED as an alternative
SPICED is a discovery-to-close framework built around the customer's situation rather than your internal checklist. Either works. Pick one and use it on every deal so your forecast is comparable across the book.
SPICED at a glance
- S - Situation
- Their current state: stack, team size, how they ship today
- P - Pain
- The quantified bottleneck and its business cost
- I - Impact
- What changes for them if the pain is solved, in their metrics
- C - Critical event
- The deadline forcing a decision now
- D - Decision
- Who decides, how and against what criteria
MEDDICC grades deal health; SPICED structures the conversation. Many AEs run SPICED on calls and score MEDDICC in the CRM.