# Deal review prep: MEDDICC gap check

Source: https://mcpforgtm.com/recipes/meddicc-gap-check (StackMCP, independent directory of official MCP servers)

## Goal

AEs getting ready for a deal review, and managers who want to see the gaps before the meeting starts. Nothing is written anywhere. HubSpot can be swapped for Salesforce, Attio or Pipedrive, and Gong for Fireflies or Granola.

## Connected tools

- HubSpot: https://mcp.hubspot.com (setup: https://mcpforgtm.com/tools/hubspot)
- Gong: https://mcp.gong.io/mcp (setup: https://mcpforgtm.com/tools/gong)

## Guardrails

- Read only in HubSpot and Gong. Don't create or edit any record, note or task.
- Every row in the MEDDICC table needs evidence from a HubSpot field or a Gong answer. If there is none, mark it as a gap. Don't guess.
- Call Gong evidence a summary, not a quote.
- Ask Gong once or twice per deal, not once per MEDDICC element.

## Steps

1. Find my HubSpot deal for {company}. Show me the deal name, stage, amount, close date, next step, owner, the associated contacts with job titles, and any notes from the last 60 days. Don't change anything.
2. Use Gong ask_deal on that deal once, with one question that covers all seven MEDDICC areas: the metrics they care about, who the economic buyer is, their decision criteria, their decision process and dates, their pain, who is championing us, and which competitors came up. Say which call each answer is based on, and say when Gong found nothing.
3. Build a MEDDICC table with columns for element, what we know, evidence (the HubSpot field or Gong answer) and status (confirmed, partial or gap). Mark anything supported by a title or one passing mention as partial. Don't fill a gap with a guess.
4. Write five to seven questions for my next call with {contact}, biggest gaps first. Keep everything here as text. Don't write anything to HubSpot.

## Expected output

MEDDICC table and next-call questions for one deal. Example (all names fictional):

```
Deal: Larkspur Freightworks (fictional), 'Larkspur platform rollout', $64K, stage 'Evaluation', close date Nov 28
Owner: Alex Rivera. Contacts on the deal: Dana Okafor (Director of Operations), Sam Whitlock (VP Finance)

Element | What we know | Evidence | Status
Metrics | Cut weekly dispatch reporting from 2 days to 2 hours | Gong: Dana described the reporting delay on the Oct 6 call | Partial: no dollar figure yet
Economic buyer | Probably Sam Whitlock | HubSpot: title VP Finance. Gong: Sam has not been on a call | Gap
Decision criteria | Integrates with their routing tool; SSO required | Gong: raised on the Oct 6 and Oct 13 calls | Confirmed
Decision process | Ops picks, finance signs, legal reviews | Gong: Dana outlined it on Oct 13. No dates given | Partial
Identify pain | Late reports cause missed carrier invoices | Gong: Dana, Oct 6 | Confirmed
Champion | Dana Okafor | Gong: Dana asked for the pricing deck to share internally | Partial: not yet tested
Competition | Tidewell Metrics (fictional) mentioned once | Gong: Dana said they have a demo booked | Partial

Gong evidence above is Gong's summary of the calls, not transcript quotes.
No changes were made in HubSpot.

Questions for the next call with Dana:
1. What would a 2-hour reporting cycle be worth to you in dollars or headcount?
2. Will Sam sign off, or does it go above him? Can we get 20 minutes with him before Nov 14?
3. What dates do legal and finance need for a Nov 28 close?
4. Have you shared the pricing deck yet? What did people say?
5. Where are you with Tidewell, and what would make you pick them?
```

## Watch for

- A Gong summary treated as a quote: Gong's MCP server returns AI answers, not raw transcripts. Label Gong evidence as a summary, and open the call in Gong before you quote the customer in a deal review.
- A job title passed off as the economic buyer: A contact titled 'VP Finance' is not a confirmed economic buyer. Only mark it confirmed if a call shows that person agreeing to the budget or sign-off. A title alone is partial at best.
- Private calls missing from the evidence: Gong's MCP server leaves out private calls. If a key meeting was marked private, it won't show up. Ask the AE before you call that element a gap, and mark it 'not in Gong' instead.
- The wrong deal: Companies often have a renewal and a new deal open at once. Confirm the deal name, amount and close date in step 1, and ask Gong about that exact deal.