CRO · Framework · Intermediate · Saves 40+ hours
SPICED Sales Framework
A framework for implementing SPICED discovery and qualification.
What's included
- SPICED methodology overview
- Question frameworks
- Note-taking templates
- CRM documentation
- Training materials
Best used when
- Running discovery calls
- Training on qualification
- Improving note-taking
- Standardizing discovery
The template
The Template
SPICED METHODOLOGY
SPICED Components
SPICED FRAMEWORK
S - SITUATION:
Current state and context
"Tell me about your current setup."
P - PAIN:
Problems and challenges
"What's not working well?"
I - IMPACT:
Business consequences
"How does this affect the business?"
C - CRITICAL EVENT:
Timeline driver
"What's driving the need to fix this now?"
E - DECISION:
Process and criteria
"How will you decide?"
D - DECISION MAKER (variant):
Authority and influence
"Who needs to be involved?"
Discovery Call Template
| Phase | Duration | Focus |
|---|---|---|
| Open | 5 min | Rapport, agenda |
| Situation | 10 min | Context, current state |
| Pain | 10 min | Challenges, gaps |
| Impact | 10 min | Business effect |
| Critical Event | 5 min | Timeline, urgency |
| Decision | 5 min | Process, criteria |
| Close | 5 min | Next steps |
NOTE-TAKING
SPICED Notes Template
SPICED CALL NOTES
SITUATION:
Current tools: _______________
Team size: _______________
Processes: _______________
PAIN:
Primary challenge: _______________
Secondary issues: _______________
What they've tried: _______________
IMPACT:
Business impact: _______________
Quantified: $_____
Who's affected: _______________
CRITICAL EVENT:
Driver: _______________
Deadline: _______________
Consequence if missed: _______________
DECISION:
Process: _______________
Criteria: _______________
Key stakeholders: _______________
Frequently asked questions
What is the SPICED Sales Framework?
A framework for implementing SPICED discovery and qualification.
Who is the SPICED Sales Framework for?
It is built for CROs and their teams working on Sales Strategy. The AI coach adapts it to your company, stage, and goals.
How long does the SPICED Sales Framework take to use?
It saves roughly 40+ hours versus building from scratch. Our AI coach can tailor the framework to your situation in minutes, then hand you a step-by-step plan.
Is the SPICED Sales Framework free?
Yes. You can read the full framework and start getting coached through it for free. Sign in to save your tailored version and track your next steps.
How does the AI coach help with the SPICED Sales Framework?
The coach teaches you the framework, asks a few questions about your business, tailors the framework to you, and gives you measurable next steps to execute.