Run the Call, Prove the Impact
Pre-work
Line up a real call for this week: a discovery call, a renewal conversation, or an expansion conversation, depending on your lane. Confirm how you will capture it: call recorder, transcript, or thorough notes.
Then review your own last call honestly: did you leave with a quantified Impact and a Critical Event with a date? If the answer is no, you are exactly who this session is for.
Situation, Pain, Impact, Critical Event, Decision. The two that decide deals: quantified Impact and a dated Critical Event.
By the end of this session
- Generate a SPICED-structured discovery plan for a specific call: sharp open questions per element plus the evidence that marks each one Qualified.
- Score a real call transcript against SPICED, marking each element Qualified, Partial, or Gap, with evidence from the call.
- Verify whether Impact was quantified and whether a Critical Event with a date surfaced, and know the exact follow-up question to close any gap.
- Produce a clean SPICED summary ready to paste into CRM, with a recommended next step.
The build: the before-and-after loop
The scorecard surfaces what you could not see from inside the call. Sometimes that is a blind spot to close, and it comes with the exact follow-up question to send today. Sometimes it is a moment you handled well and should run again, or bring to your next team meeting so it becomes everyone's default. Both are worth more than the score.
SPICED maps nearly one-to-one to MEDDPICC: the two Ds are the same Decision Criteria and Decision Process, and Impact is the outcome the deal is measured on. Your team runs one framework. If MEDDPICC is where you built your deal instincts, run the same deal inspection in MEDDPICC language, with transcript evidence, and let the AI translate it back to SPICED.
The 20 minute team build
In the live session your team picks one of these four and builds it together. Pick your build below to get the run of show. Whatever your team makes, you take it straight into Assignment 3.
- 0 to 3. Everyone reads the same short call excerpt. Do not discuss it yet.
- 3 to 8. Alone and silently, score Impact and Critical Event: Qualified, Partial, or Gap, and write the evidence you based it on.
- 8 to 14. Compare. Find where you disagreed and say why out loud. You will disagree, and that is the point of the exercise.
- 14 to 18. Write one shared standard your team will hold: "Impact is Qualified only when we have ___" and "Critical Event is Qualified only when ___".
- 18 to 20. Pick who reads your bar to the room.
- 0 to 3. Assign roles: one buyer, one seller, everyone else scribes. The buyer invents a plausible situation and keeps one pain private.
- 3 to 10. Run the discovery call for real. Scribes capture what is actually said, not a summary.
- 10 to 14. Paste the notes into Prompt B and read the SPICED scorecard together.
- 14 to 18. What did the seller miss? Did a number and a date ever surface? Agree the one follow-up question to send.
- 18 to 20. Pick who debriefs to the room.
- 0 to 4. Each person writes their two best questions for getting a customer to say a number out loud.
- 4 to 10. Pool them. Cut the ones that only produce adjectives. Sharpen the survivors.
- 10 to 15. Do the same for Critical Event. The test is whether the question surfaces a date, not a feeling of urgency.
- 15 to 18. Sort the bank by lane: prospecting, selling, customer success, account management.
- 18 to 20. Pick the single sharpest question you found to share with the room.
- 0 to 4. Run the stock Prompt B on a sample transcript. Name exactly where the output is generic.
- 4 to 12. Rewrite it together: your ICP markers, your sales process, your Qualified bar, the CRM summary format you actually paste into.
- 12 to 17. Re-run it. Put the old output next to the new one and check the difference is real.
- 17 to 20. Agree the single change that helped most and be ready to say why.
Pick your build above to see the run of show and what your team owes the room.
Show Your Work: Assignment 3
Submit to the LMS: the full before-and-after loop on one real call: the plan, the call, and the scorecard.
- The prompt and output for your discovery plan (Prompt A), with your lane variant.
- The prompt and output for your scorecard (Prompt B) run on the real notes or transcript.
- At least one tweak you made and why.
- The SPICED summary you pasted into CRM, and the one follow-up question you are sending to close your biggest gap.
Grading: rubric-based. We are looking for a real call, honest Qualified, Partial, or Gap scoring with evidence, and special attention to quantified Impact and a dated Critical Event. 75 percent or higher passes.
Pre-grade with the copilot. Honest scoring beats generous scoring here; the rubric rewards the learner who marks a Gap and names the recovery question.