Blueprint: The SPICED Framework

Winning by Design Spiced Framework

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.

The key to remember: focus on the Impact to your customer (or prospect). Keep this in mind and apply this framework to understand your prospect’s background, pains, desired impacts, and how and when they will commit to your solution. You can make use of this framework at any point along the sales cycle: on discovery calls, for handoffs between teams, (e.g., prospecting to sales, sales to customer success), or for summarizing deals during internal forecasting meetings.

Situation

Facts, circumstances, and background details about your prospect

Pain

The challenges that brought the prospect your way

Impact

How you impact your prospect’s business

Critical Event

Deadline to achieve that impact

Decision

The process, committee, and criteria involved in purchasing a solution

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