How to set up a custom summary skill to extract MEDDICC data and sync to HubSpot

What and why

Custom summary skills let you tell Demodesk's AI Assistant exactly what to pull from every recorded call — then push that summary into your CRM automatically. This guide shows you how to build a MEDDICC summary that extracts Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, and Competition from each conversation, then syncs the structured output to the HubSpot meeting note on that deal.

Your reps stop hunting through transcripts for qualification gaps. The CRM stays clean. Managers see MEDDICC coverage without asking for it.

Who this is for

Sales managers, RevOps, and AEs running MEDDICC (or MEDDPICC) on HubSpot deals who want qualification data in the CRM after every call, without manual note-taking.

Prerequisites

• Demodesk Coaching & AI plan with admin access to Agents > Skills
• HubSpot connected as your CRM in Demodesk integrations
• AI Assistant enabled and the Notetaker recording calls
• A clear definition of your MEDDICC fields (use your own playbook — the prompt below is a starting point)
• Optional: ChatGPT, Claude, or Gemini to help draft the prompt

Steps

1. Navigate to Agents > Skills — In the top navigation of the Demodesk app, click Agents, then open the Skills sub-tab. Every reusable AI prompt lives here, including the default summary that runs on every call.
2. Click “New skill” — In the top right of the Skills page, click New skill.
3. Select “Summary” as the skill type — When prompted to choose a type, pick Summary (or Custom if you want full control over the output structure). Summary-type skills run automatically after every recorded call and flow into the CRM meeting note.
4. Name the skill clearly — Use a name your team will recognise in the CRM, for example MEDDICC Summary or MEDDICC Discovery Recap. The name becomes part of how the summary is labelled in HubSpot.
5. Paste the MEDDICC prompt— Drop in a prompt that tells the AI what to extract. Here is a working starting point:

   You are a sales assistant analysing a B2B sales call. Read the transcript and extract MEDDICC qualification data. For each of the seven MEDDICC fields, write 1–3 bullet points based only on what was said in the call. If a field was not discussed, write “Not covered — follow up needed.”
   
   Metrics: Quantifiable business outcomes the prospect cares about.
   Economic Buyer: Who controls the budget. Include name and role if mentioned.
   Decision Criteria: Technical and business criteria they will evaluate against.
   Decision Process: Steps, stakeholders, and timeline to make the decision.
   Identify Pain: Concrete problems and their business impact.
   Champion: Who is selling on your behalf internally, and how strong their influence is.
   Competition:Other vendors, internal builds, or “do nothing” being considered.
   
   End with one bullet titled “MEDDICC gaps” listing any fields marked “Not covered.”

   Adjust the field definitions to match your playbook. If you run MEDDPICC, add a Paper Process field for legal, procurement, and security steps.
6. Generate the prompt with an LLM if needed— Paste your MEDDICC playbook into ChatGPT, Claude, or Gemini and ask: “Turn this into a Demodesk summary prompt that extracts each field as bullet points and flags anything not covered.” Then paste the result into the skill prompt field.
7. Set the skill to run on every call— Configure the skill to trigger automatically after recording ends. Reps get MEDDICC coverage in HubSpot without remembering to run anything.
8. Save the skill — Click Save. The skill is now live across your team.
9. Confirm HubSpot sync is on — Open Agents > Automations, find the AI CRM Concierge or HubSpot sync settings, and confirm meeting summaries are set to write to the HubSpot meeting note on the associated deal.
10. Run a test call— Record a short internal call where one person plays the prospect and mentions a few MEDDICC signals: a budget owner, a competitor, a metric. After the call, open the meeting in Demodesk and confirm the summary generated correctly. Then open the deal in HubSpot and check the meeting note. Adjust the prompt where anything is missing or noisy.

Tips

• Start with one methodology, not three. If your team is split between MEDDICC and BANT, build two separate skills rather than one mega-prompt. Cleaner output, easier coaching.
• Tell the AI what to do when a field is empty. “Not covered — follow up needed” is more useful in HubSpot than a blank field or a hallucinated answer.
• Match the prompt to how managers review deals. If pipeline reviews focus on Economic Buyer and Champion, put those fields first.
• Refine weekly for the first month. Review summaries on 5–10 calls each week and adjust the prompt where the AI misses nuance or over-explains.
• Pair the summary skill with a MEDDICC scorecard. The summary fills the CRM. The scorecard in Agents > Scorecards gives the rep a numeric coverage score for coaching.

Related skills and agents

• AI CRM Concierge — syncs your MEDDICC summary into HubSpot meeting notes and deal fields. See demodesk.com/agents/ai-crm-concierge.
• AI Coach — pair the MEDDICC summary with a custom scorecard for instant post-call coaching: demodesk.com/agents/ai-coach-a-3-0.
• Marketplace skills for discovery and qualification — browse pre-built skills at marketplace.demodesk.ai/agents.