Recipes / Deal review prep: MEDDICC gap check

Deal review prep: MEDDICC gap check

HubSpot + Gong

IntermediateAEsSales leaders

Who it's for

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.

What you get

MEDDICC table and next-call questions for one deal. Sample output: every company and person in it is 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?

Time and cost

Estimate About 5–10 minutes per deal.

Assumptions: One deal with about five recorded calls, checked once before a deal review.

Exact credit costs depend on your plan with each vendor. Check the tool pages before a large run.

MCP servers

Every server is confirmed in: ClaudeChatGPT

Set up in a chat app

Every server in this recipe is confirmed for Claude and ChatGPT. Connect each one, then paste the prompts below into one conversation.

Developer setup

Auth setup and mcp.json for Claude Code and Cursor
  • HubSpot: Sign in with OAuth in your client (run /mcp in Claude Code). Do it once interactively, and the client stores and refreshes the token.
  • Gong: Sign in with OAuth in your client (run /mcp in Claude Code). Do it once interactively, and the client stores and refreshes the token.

Put this in .mcp.json (Claude Code, project root) or ~/.cursor/mcp.json (Cursor). Swap the example keys for your own, and don't commit real ones. Remove the // comment lines if your client requires strict JSON.

{
  "mcpServers": {
    "hubspot": {
      "url": "https://mcp.hubspot.com"
    },
    "gong": {
      "url": "https://mcp.gong.io/mcp"
    }
  }
}

Step-by-step prompts

  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.

Run it on a schedule (optional)

Where this goes wrong

Gotchas

Download

Get the prompts, guardrails and expected output as one Markdown file. Paste it into a Claude Project or ChatGPT project's instructions, or save it as CLAUDE.md for Claude Code.

Download meddicc-gap-check.md

Vendor sites: HubSpot. If we join an affiliate program, these links will be labeled as affiliate links.