January 10, 2023

SPICED is a structured format that can be used to plan and organize meetings in a way that is effective and efficient. Each agenda item typically includes a brief description and the estimated time for discussion.

The SPICED acronym stands for the following:

  • S: Specific (the agenda items should be specific and focused)
  • P: Prioritized (the agenda items should be prioritized in order of importance)
  • I: Inclusive (all relevant attendees should be included in the meeting)
  • C: Clear (the agenda items should be clearly defined and understandable)
  • E: Estimated time (the estimated time for each agenda item should be included)
  • D: Decisions (any decisions made during the meeting should be recorded)

Using SPICED can help ensure that the meeting is organized and focused, and that all relevant issues are discussed and resolved in a timely manner. It can also help prevent the meeting from going off-topic or running long.


The Situation defines the tools, people, industry, and landscape of the company.

  • How many salespeople work in your San Francisco office?
  • What CRM are you using today?
  • I noticed on LinkedIn you’re currently hiring for 30 SDRs. Did I get that right?


Pain addresses the acute challenges and frustrations the company, team, or individual has.

  • How do you currently onboard and train your sales team?
  • What is your process for building customized proposals for your customers through your CRM?
  • How do prospective employees find relevant information about their positions?


  • How do slow-ramping salespeople affect your ability to hit revenue targets?
  • What happened the last time an inconsistent custom proposal caused your Finance team to work overtime to fix errors?
  • What impact does a lack of visibility have on recruiting?
  • To what extent is remote team collaboration important to you?


  • Why is that date important to you?
  • What happens if you do not have a solution by that date?


  • Have you brought in a platform like this in the past?
  • How does your buying process work?
  • Are there any conversations we should start in parallel, like with Legal and Procurement?
  • What about Security and IT reviews?

Status Quo


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