Doris automatically qualifies your deals based on what’s actually said in sales conversations — not what reps type into CRM fields. This is the core of what makes Doris different: deal qualification from conversations, not checkboxes.
How it works
After every recorded sales call, your deal’s qualification scores update automatically. You’ll see:
- Updated scores on each deal card reflecting what was discussed
- Evidence snippets showing exactly what was said to support each score
- Gap indicators highlighting qualification areas that haven’t been covered yet
- A refreshed Deal Brief with strategy and next steps based on the latest conversation
No manual input required — just have your meetings and Doris keeps your qualification picture current.
MEDDPIC Framework
MEDDPIC is one of several supported qualification frameworks (alongside SPICED, BANT, or your own custom framework). Doris scores each dimension from 0–100% based on conversation evidence:
| Dimension | What Doris looks for |
|---|
| Metrics | Quantifiable goals or success criteria the prospect has shared |
| Economic Buyer | Whether the person with budget authority has been identified or engaged |
| Decision Criteria | What the prospect will evaluate when making their decision |
| Decision Process | The steps, timeline, and approvals needed to close |
| Identify Pain | Specific problems or challenges the prospect has articulated |
| Champion | An internal advocate who is actively pushing for your solution |
| Competition | Awareness of competitive alternatives being evaluated |
| Paper Process | Legal, procurement, or contract requirements discussed |
SPICED Framework
Some teams prefer the SPICED framework as an alternative:
| Dimension | What Doris looks for |
|---|
| Situation | The prospect’s current state and context |
| Pain | Problems they need to solve |
| Impact | What happens if they don’t solve the problem |
| Critical Event | A deadline or trigger driving urgency |
| Decision | How they’ll make their buying decision |
You can choose which framework to use from your
Admin Settings. Both frameworks score automatically from the same conversations — switch anytime without losing data.
Reading Qualification Scores
Qualification scores appear in several places — deal cards, deal detail pages, and the pipeline forecast.
Scores are color-coded for quick assessment:
- Green — Strong evidence from conversations. This dimension is well-covered.
- Yellow — Some evidence, but gaps remain. Worth exploring in your next call.
- Red — No evidence found yet. This dimension hasn’t been discussed.
Deal Brief
Doris maintains a living Deal Brief for every active opportunity. This is a continuously updated document — grounded in conversation evidence — that includes:
- Strategy — Recommended approach based on what you’ve learned
- Key Stakeholders — Who’s involved and their influence on the decision
- Identified Risks — Red flags or concerns that have surfaced
- Next Steps — Specific actions recommended for your next interaction
The Deal Brief updates automatically after every meeting, so it’s always current.
Qualification scores are based on what’s discussed in recorded meetings. If important conversations happen off-platform (phone calls, in-person meetings, email threads), scores may not reflect the full picture. You can always add context manually.
