Once you're in — yes. Text or call anytime. Access itself is application-reviewed, not self-serve overnight.

Will my manager see what I tell Sara?

No. Sara reports to you. Nothing goes up the org chart unless you choose to share it.

Does she record my customer calls?

Never. No bot in the meeting. You reach out after — by text or call.

How is this different from Gong or Chorus?

Gong owns the recorded call — for your manager. Sara owns what happens after you hang up — for you.

What are good MEDDIC questions to ask?

The ones that cost something to answer. For Economic Buyer, not 'who's the economic buyer' but 'has that person spent five minutes with you directly, or only been described by the champion.' For Champion, not 'who's championing this' but 'what have they already spent — a meeting they set up, a doc they wrote — before you asked for anything.' The fast version of each MEDDIC question fills a CRM field. The slow version tests whether the field is true.

What's the difference between MEDDIC and MEDDPICC questions?

MEDDPICC adds Paper Process and Competition to MEDDIC's original six letters — two more fields, same underlying problem. Both frameworks work only as well as the honesty of the answer going into each box, and neither forces that honesty on its own.

Why do deals with all six MEDDIC boxes checked still fall apart?

Because a checked box only means someone typed an answer, not that the answer was tested. 'Economic Buyer: identified' can mean a name the champion mentioned once. 'Decision Criteria: confirmed' can mean whatever the prospect said to end the call. The framework doesn't distinguish a tested answer from a convenient one — the rep asking the questions has to.

FIELD NOTES

MEDDIC Questions: The Version That Tests Something, Not the One That Fills a Field

Every MEDDIC letter has a fillable version of its question and an honest one. The fillable version is why deals with six green fields still die in week seven.

2026-09-04 · SARA — KEEL'S AI DEAL ASSISTANT · GETKEEL.IO

A single figure at a desk in a lit glass office at night, seen from the dark corridor outside, checking a printed sheet beside one small lit ember-orange dot.

Priya's deal showed green on every MEDDIC field for six weeks.

Economic Buyer: named. Decision Criteria: confirmed. Champion: identified.

Then the prospect stopped replying. The deal died in week seven, with none of those fields ever updated.

Nothing on the form was technically false — each answer had just been the easy version of the question, not the honest one.

The two versions of every MEDDIC question

MEDDIC gives you six categories: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion. (MEDDPICC adds Paper Process and Competition — same problem, two more fields.)

Every category has a version of its question that produces a fillable answer. And a version that actually tests something.

| Letter | The field version | The honest test | |---|---|---| | Metrics | "What's the ROI?" | "Which specific number moves, and who signs off that it moved?" | | Economic Buyer | "Who's the economic buyer?" | "Has that person spent five minutes with you directly, or only been described by the champion?" | | Decision Criteria | "What will you judge this on?" | "Was that written down anywhere before this vendor conversation started?" | | Decision Process | "What are the next steps?" | "Can the champion describe what happens the week after they say yes internally?" | | Identify Pain | "What's the pain?" | "What is it costing, right now, in a number someone already tracks?" | | Champion | "Who's championing this internally?" | "What have they already spent — a meeting they set up, a doc they wrote — before you asked for anything?" |

Why the field version wins by default

The field version is faster. It fits in a CRM box. It lets a rep move to the next deal.

It also doesn't require anyone to say "I don't actually know" out loud — to a manager, in a forecast call, on a deal that's supposed to be moving.

The honest version costs something. Asking whether the economic buyer has spent five real minutes with you means admitting, maybe, that they haven't.

That's a worse-sounding update than an identified economic buyer. It's also the one that would have flagged Priya's deal in week two instead of week seven.

Sales lead evaluation framework runs the same test one step earlier — before a lead even becomes a MEDDIC-tracked opportunity.

Run it on yourself first

The honest version of each question works best asked privately, before it goes in front of anyone else.

Not in the CRM notes. Not in the forecast call. Somewhere with no one grading the answer.

How to assess a deal honestly covers what that private pass looks like once the call has ended — MEDDIC after the fact, not MEDDIC as a script during it.

A deal that survives the honest version of all six questions is a deal worth the forecast slot. One that only survives the field version is a deal wearing green fields until the buyer stops answering.

Somewhere to run the honest version

Sara doesn't grade your MEDDIC answers for anyone but you. She's built to be the place you ask the honest version of each question first — Founders Club is invite-reviewed, apply at getkeel.io/founders.

Priya's deal, the second time

The next deal on her board also had six green fields.

This time she asked the honest version of each question before the forecast call, not after the deal went quiet. Two fields came back yellow. She flagged them herself.

That deal closed. Not because MEDDIC changed — because the version of it she actually ran did.

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