Playbook: Enterprise MEDDPICC
Stage: Validation
Criteria met: 4 / 6
Gate status: Hold
Last reviewed: J. Morgan · 2d ago
Step 1 · Evidence Scan
Evidence scan
✓ Problem confirmed call transcript · 18 Feb
✓ Champion identified CRM contact role
✓ ICP match verified firmographic data
✓ Budget range discussed call transcript · 20 Feb
! Single-threaded — 1 active stakeholder CRM contacts
✗ No decision process documented —
Step 2 · Diagnostics
Gaps detected
✓ 4 of 6 criteria met
! Single-threaded — champion risk
✗ Decision process missing
DL-09 · Single Thread Risk
Only 1 active stakeholder across touchpoints. Recommend mapping buying group before Stage 4 to reduce late-stage stalls.
DL-14 · Decision Process Undefined
No evidence of approval chain, procurement steps, or legal timeline. Stage 3 requires a documented decision process before advancing.
Step 3 · Suggested Write-back
Suggested updates (you confirm)
Suggested CRM Updates
→
Add next step:
"Map buying group — identify economic buyer + procurement contact"
Field: Next_Step__c · Source: DL-09 diagnostic
→
Flag:
"Decision process — requires documentation before Stage 4 advancement"
Field: Evidence_Gap__c · Source: DL-14 diagnostic
→
Hold stage at:
Stage 3 — Validation (2 criteria unmet)
Field: StageName · Reason: evidence gate not passed
3 updates pending
Step 4 · Written Back
Written back + logged
Written to Salesforce
✓ Next step updated — "Map buying group"
✓ Evidence gap flagged — decision process
✓ Stage held at Validation — gate not passed
2026-02-25 14:32:07 UTC · Confirmed by J. Morgan (Manager)
3 fields updated · Source: PROOF diagnostic DL-09, DL-14
Audit ID: PRF-2026-00847
Forecast impact
Evidence-backed coverage: 78% · Exceptions routed: 22%
Next: Northvale Group — 3 gaps · stalled 14 days
PROOF reviews every deal — you only review exceptions.
Deal Walkthrough