Enforcing the SPICED™️ Framework (curated by Winning by Design)

Recapped has partnered with Winning by Design to seamlessly implement your sales methodology, provide a winning buyer experience, and achieve maximum impact!
↳  Visit Winning by Design's website to learn more about their methodology and framework.

‍

Modern sales teams use Mutual Action Plans to manage their deals, align timelines with champions, and better forecast outcomes.

‍

This template combines an enterprise Mutual Action Plan with Winning by Design's SPICED™️ qualifiers already built in. This was specially curated by Winning by Design.

SPICED™️ is a framework that helps you better diagnose your prospects. Just like a doctor, your prescribed solution should help them achieve their desired outcomes—and that prescription requires you to solve the source of their pains, not just the symptoms.

Using SPICED™️ as a framework, you can find and organize information systematically to make sure you understand your prospect’s background, pains, desired impacts, and how and when they will commit to your solution.

Use SPICED™️ as a framework to gather information on calls, for hand-offs between teams, (e.g., prospecting to sales, sales to customer success), or for summarizing deals during internal forecasting meetings. This template contains pre-filled qualification questions for:

1. [S] Situation
   Facts, circumstances, and background details about your prospect
2. [P] Pain
   The challenges that brought the prospect your way
3. [I] Impact
   How you impact your prospect's business
4. [CE] Critical Event
   Deadline to achieve that impact
5. [D] Decision
   The process, committee, and criteria involved in purchasing a solution
   

Recapped makes it easy for your team to incorporate your favorite qualification framework like SPICED™️, and ensures it's being used on every single deal. No more having to send countless emails and tedious spreadsheets. The Recapped customer collaboration platform streamlines your deals,  consolidates every stakeholder in a single place, and ensures perfect deal execution.

If you're having trouble with adoption, or want to increase the accuracy of your forecasting, this template is perfect for you.
‍

Who this template is for:

1. Sales leaders that want to improve forecasting, standardize their sales process, and ensure enforcement of their sales methodologies including WbD's SPICED™️ framework, and
2. Account Executives that want to drive better qualification questions, accelerate their sales cycles, and forecast deals with higher accuracy.

‍

Quick peek in Recapped:

All fields are completely customizable and flexible to your methodology needs.

This is an example of a sales rep filling out MEDDICC within Recapped. It bi-directionally updates that information in Salesforce in real time. Recapped integrates directly with HubSpot as well.
‍

Benefits of this template:

1. Sync bi-directionally with Salesforce or HubSpot
   ‍Create client-facing Mutual Action Plans in seconds, and instantly sync them to your CRM. Recapped automatically syncs all Account and Opportunity fields bi-directionally in real-time. ‍
2. Standardize your qualifying framework
   ‍Arm your team, and your champion, with the right information at every step of the deal. ‍
3. Increase rep adoption of the SPICED™️ Framework on deals
   ‍Ensure that reps are asking the right questions, and giving yourself a competitive advantage on deals.

What's in this template:

1. Executive summary to align stakeholders
2. Next Steps to set clear timeline of necessary steps, including evaluation, proof of concept, commercial, legal, and implementation
3. Resources, marketing content, case studies, and other materials your champion needs
4. Pricing proposal, legal contracts, and RFP's
5. Examples of the SPICED™️ qualification questions
6. Internal Notes to help you manage the deal
7. CRM sync to bi-directionally sync with Salesforce or HubSpot