Frameworks

Frameworks are deal-level models that help your team stay disciplined about what matters most: qualification, deal health, and what’s missing.

A framework answers:

“For this deal, what do we know, what’s still unknown, and what should we verify next?”

The most common confusion is treating MEDDICC as something you “finish” in one discovery call. In Bigmind, frameworks are the opposite: they’re cumulative across the full sales cycle by combining evidence from multiple meetings, email threads, and notes.

Frameworks vs scorecards vs talking points


  • Talking points: in-meeting questions to capture information in a single call.
  • Scorecards: post-meeting evaluation of execution quality (meeting-level, optionally gated by stage).
  • Frameworks: cumulative tracking across the entire deal lifecycle (deal-level).

See the full comparison: Concepts.

How scorecards relate to MEDDICC (common setup)


Teams often use stage-specific scorecards as “contributions” to MEDDICC:

  • In Discovery, scorecards can focus on pain + metrics capture.
  • In Qualification, scorecards can focus on economic buyer + process clarity.
  • Later stages can focus on champion strength, competition, procurement, next steps, etc.

Even if you scope a scorecard by stage, the unit being scored is still the meeting. The framework remains the living deal truth.

What a framework looks like in Bigmind


Frameworks are made of components. Each component is a structured “slot” you want to fill over time.

Example: MEDDICC framework components

  • Metrics
  • Economic buyer
  • Decision criteria
  • Decision process
  • Identify pain
  • Champion
  • Competition

The key behavior: frameworks are not something you complete in one meeting. They’re meant to accumulate evidence and context across multiple meetings, emails, and internal notes.

How frameworks connect to playbooks


Frameworks become most powerful when attached to a Playbook.

When a deal is using a playbook, Bigmind can surface the playbook’s frameworks as dedicated deal tabs so reps and leaders can track qualification consistently.

How to create and manage frameworks


  1. Go to Settings → Analysis → Frameworks.
  2. Create a framework (or start from a template).
  3. Add components in the order you want them reviewed.
  4. (Optional) Map components to CRM fields:
    • CRM Note Field to store AI-generated notes
    • CRM Status Field to store a boolean “completed / verified” style signal
  5. Attach the framework to relevant Playbooks.

How frameworks get updated


Framework values can be updated manually by reps/managers, or updated by AI as new information arrives. The goal is a living, deal-level view that reflects reality—not what someone remembered to type into the CRM.

Best practices


  • Keep components concrete: vague components lead to vague updates.
  • Use stage-specific scorecards as inputs: scorecards validate meeting execution, while the framework remains the cumulative deal truth.
  • Attach frameworks via playbooks: this keeps framework usage consistent across motions and teams.