Sales methodologies
The frameworks sales teams use to qualify deals and run repeatable processes: MEDDIC, SPIN, Challenger, Sandler, and beyond.
BANT
BANT is a sales qualification framework used to assess leads based on four criteria: Budget, Authority, Need, and Timeline, originating from IBM's sales process.
Challenger sale
A sales methodology where reps teach prospects new insights, tailor messaging to their specific needs, and assertively take control of the sales conversation.
Command of the Message
A sales methodology focused on articulating a solution's unique value by linking its capabilities directly to a buyer's specific business problems and outcomes.
Competitive intelligence
Competitive intelligence is the systematic collection and analysis of information about rival companies to inform sales strategy and win more competitive deals.
Gap selling
Gap selling is a sales methodology focused on defining the quantifiable difference between a buyer's current state and their desired future state.
MEDDIC
MEDDIC is a B2B sales qualification framework used in enterprise sales to assess and progress complex opportunities against six specific criteria.
MEDDPICC
MEDDPICC is an 8-criteria sales qualification framework that extends MEDDIC with 'Paper Process' and 'Competition' to manage complex enterprise deals.
Miller Heiman strategic selling
An enterprise sales methodology for navigating complex B2B deals by systematically identifying and engaging with key buying influences defined in a 'blue sheet'.
Mutual action plan
A shared document between a seller and a buyer that outlines the specific steps, owners, and dates required to close a deal.
Mutual success plan
A shared document created by a vendor and customer that outlines the specific goals, milestones, and metrics required to achieve value after a purchase.
NEAT selling
A modern qualification framework focused on a buyer's core Need, Economic impact, Access to authority, and Timeline.
Proof of concept
A proof of concept is a limited-scope trial where a prospective customer tests a product with their own data to validate its value before a full purchase commitment.
Sales forecasting
Sales forecasting is the process of predicting future revenue for a specific period based on current pipeline, historical data, and rep analysis.
Sandler selling system
A sales methodology that treats selling as a structured, consultative process based on mutual trust and equal business stature between buyer and seller.
SNAP selling
SNAP selling is a sales methodology designed to engage busy, overwhelmed buyers by focusing on simplicity, value, alignment, and priorities.
Solution selling
A sales methodology that centers on diagnosing a buyer's specific business problems and positioning a product or service as the explicit solution.
SPICED
SPICED is a B2B sales qualification framework for recurring revenue models, using five criteria: Situation, Pain, Impact, Critical Event, and Decision.
SPIN selling
A question-based sales methodology where reps guide discovery using four types of questions: Situation, Problem, Implication, and Need-payoff.
Target account selling (TAS)
Target account selling (TAS) is a sales methodology that focuses on a small list of high-value accounts, using detailed planning to engage multiple stakeholders.
Territory planning
Territory planning is the strategic process of dividing a total market into manageable segments and assigning them to specific sales reps or teams.
Value selling
Value selling is a sales approach that focuses on the quantifiable business outcomes a solution delivers, rather than on its features or price.
Win-loss analysis
Win-loss analysis is a structured process of reviewing closed deals to identify the consistent factors driving both successful and unsuccessful sales outcomes.