Short answer
On Growth and above, every lead gets a card that sorts what they told the demo into a sales framework: SPICED to start, with BANT or MEDDICC if you ask us. Each field quotes the buyer's own words, and a field they didn't speak to is marked Not known yet instead of guessed.
The frameworks
Every link starts with SPICED. To switch to BANT or MEDDICC, talk to us: the evidence stays the same, and only the field names change.
- SPICED: Situation, Pain, Impact, Critical event, Decision.
- BANT: Budget, Authority, Need, Timeline.
- MEDDICC: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion, Competition.
Where the words come from
- The demo form: what they want to solve, and the tool they use, shown as Uses HubSpot.
- Their answers to the guide's discovery questions in a live demo, filed by what each question asked about.
- The questions they asked. Pricing questions fill Budget in BANT, and questions about SSO, integrations, or the tool they use fill Decision in SPICED and Decision criteria in MEDDICC.
- Sentences that name a deadline, a cost, the people who decide, or a team size, wherever they wrote them.
- Facts about the demo, such as Watched the live demo to the end or Tried the product hands-on. In MEDDICC they fill Champion.
Quotation marks mark the buyer's own words. Facts about the demo and the tool they use aren't quoted.
Where you see it
- In lead alerts by email and Slack, as a line like Qualification (SPICED, 3 of 5 known): with each known field, then the rest under Not known yet. An alert has no card until at least one field is known.
- On the Leads tab, under each person's newest lead in Latest leads. It shows only the fields they spoke to, and a line of facts such as Watched the live demo to the end · Asked 2 questions.
- On the Results tab, under Notes from leads, for recent leads who told the demo something. See reading your results.
- In webhook events, as qualification. See sending leads to a webhook.
What it never does
It doesn't score leads, and it doesn't guess a budget, a deadline, or a decision maker nobody mentioned. A field stays unknown until the buyer says something that fits it.
It notes a buying group when someone names others who decide or sign off, such as our CFO or a security review. A buying group makes the end of a live demo offer your booking link.
Related questions
Didn't answer your question?
Talk to us with your demo link and the email you signed up with, or write to hello@demopage.io. We'll answer, and add it to the Help Center.