SPICED Framework
This type of SPICED question asks for a fact or simple answer.
What is a Situational question?
In a customer story, this character represents the client or their journey.
Who is the hero?
This process compares a customer's results to those of similar companies.
What is Impact Benchmarking?
This should be confirmed at the start of the meeting to align expectations.
What is the time and goal?
At the start of a meeting, you should show appreciation for this.
What is their time?
This SPICED question type uncovers personal or team challenges.
What is a Pain question?
This part of the story should be explored fully before transitioning to the solution.
What is the pain?
The main goal of Impact Discovery is to find these for the customer.
What are new business opportunities?
The acronym ACE stands for these three meeting principles.
What are Appreciate, Check time, and End goal?
At the end of a call, suggest this to help achieve the desired outcome.
What is involving others?
This SPICED question type asks about deadlines or important dates.
What is a Critical Event question?
True or False: The success in a third-party story should highlight the hero, not the company.
What is True?
One way to deliver more impact to a customer is by using this.
What are existing capabilities?
You should reconfirm the meeting this many hours before it starts.
What is 24 hours?
Before asking for next steps, you should have prepared this aligned with ACE.
What is a clear ask?
This SPICED question focuses on the company-wide effects of a decision
What is an Impact question?
The goal of telling a third-party customer story is to help the customer visualize this.
What is the potential impact?
At the start of a meeting, you should review this.
What are the customer’s results?
Sending this before a meeting ensures everyone is aligned on the purpose and goals.
What is the agenda?
After closing a negotiation, you should immediately send this.
What is a recap and next steps?
This SPICED question helps identify who else is involved in the decision-making process.
What is a Decision question?
Using a real person's name instead of a company's name in a story does this.
What is making the story more relatable?
This long-term plan is created after Impact Discovery to ensure future success.
What is a 12-month plan?
At the start of a meeting, this should be verified to ensure everyone is working toward the same outcome.
What is the end goal?
A long-term plan is created during negotiation to ensure this continues.
What is customer impact?