Sales methodologies
The qualification and conversation frameworks used by enterprise sales teams. Each page covers the methodology in full, with free templates and AI practice to turn reading into doing.
Qualification
MEDDPICC
LiveThe extended MEDDPICC framework — Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion, Paper process, and Competition. For complex enterprise deals.
Read guide →MEDDIC
LiveThe original six-letter qualification framework — Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, and Champion. Battle-tested in high-velocity B2B sales.
Read guide →BANT
W4The classic qualification shortcut — Budget, Authority, Need, and Timeline. Fast, lightweight, and still relevant for mid-market qualification.
SPICED
W5Situation, Problem, Implication, Critical Event, and Decision. A modern qualification framework from Winning by Design for product-led and enterprise motions.
Discovery & Conversation
SPIN Selling
W4Situation, Problem, Implication, Need-payoff — the discovery framework from Neil Rackham's research. Turn conversations into compelling needs-analysis.
Solution Selling
W6Diagnose before you prescribe. A problem-centric discovery methodology that builds buyer-defined visions before presenting capability.
Not sure where to start? Read the MEDDIC methodology page — the classic qualification framework, live now.