Inspectable inputSupported account evidenceFacts, dates, context and uncertainty
Analysis and recommendations
SPICED Analysis
Prepare the conversation without inventing the story
Queast organizes supported account context into Situation, Pain, Impact, Critical Event, and Decision preparation. It does not complete discovery, score qualification, or issue an automated verdict.
Preparation outputHypotheses, gaps and questionsNo score. No qualification verdict.
Human judgmentSeller-led discoveryValidate, update and decide
Five preparation areas
Prepare each area without forcing an answer
Each heading organizes supported account context and the questions that remain. Missing evidence stays visible instead of being filled with confident language.
Situation
Supported facts, current activity, hiring patterns, technologies, and visible movement around the company.
Pain
A pressure or friction hypothesis supported by repeated or sufficiently strong evidence—not an isolated observation.
Impact
A cautious view of why the pressure may matter, without invented ROI, cost, or performance figures.
Critical Event
Current timing evidence or a clearly marked gap when no defensible why-now context exists.
Decision
Plausible roles, entry points, and questions—not a definitive buying committee or decision authority claim.
Evidence-gated preparation
Show support and gaps honestly
The preparation view should advance only as reliable, current support improves. A more complete view still does not mean discovery is complete or the account is qualified.
Held
Do not show a SPICED view when reliable account evidence is too thin.
Preview
Show useful supported areas while timing, decision context, or other sections remain visibly incomplete.
Prepared view
Show all five areas when each has support, while preserving hypotheses and unanswered questions.
Prepared is not qualified. Every view remains a starting point for human discovery.
Preparation in the workflow
Keep SPICED beside the current action
The current Workbench exposes a SPICED entry point beside the seller's active step and company context. The visible control supports access to preparation; it does not prove that the account is qualified.
See Daily Workbench
Preparation boundaries
Never fill in what the seller still needs to learn
Missing evidence stays a gap or a discovery question. SPICED should not create certainty that the account evidence cannot support.
No admitted pain
Do not turn an isolated observation into a problem the buyer has acknowledged.
No invented impact
Do not add quantified cost, ROI, or performance claims without approved evidence.
No manufactured urgency
Do not create a Critical Event when timing evidence is absent.
No definitive committee
Do not present visible roles as confirmed decision authority.
No qualification verdict
Do not label the account qualified or discovery complete.
Seller-ready output
Lead with the questions that move discovery forward
The seller should be able to review the supported angle, the likely starting point, and the gaps that still need validation before choosing the next action.
Why might now matter?
The current timing evidence and what remains uncertain.
What could open the conversation?
A supported account angle framed as a hypothesis, not an admitted pain.
Where should research start?
A plausible visible role or entry point, not a confirmed decision-maker.
What supports this view?
The evidence, dates, assumptions, and gaps the seller can inspect.
Next step
Carry the supported angle into human-controlled work
Use SPICED preparation to review the account in Workbench or draft a message that the seller controls, edits, and decides whether to use.