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.
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'.
NEAT selling
A modern qualification framework focused on a buyer's core Need, Economic impact, Access to authority, and Timeline.
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.
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.
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.