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 will show you the Impact question you did not ask. That wince is the most valuable moment in this course, because right under it is the exact follow-up question to send today. Send it. Watch the deal move.
Managers run a MEDDPICC-on-SPICED inspection against a rep's deal with transcript evidence.
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.