sales methodology

So as a sales leader, it‘s critical that if you are going to present a team with a new sales methodology and disrupt their current flow, you need to keep the capacity of new information the team is going to choose to retain in mind. Once I’ve determined that a new sales methodology is worth adopting, there are a few things I like to focus on to make it easier.

First, it‘s imperative that as a leader, you believe in the methodology yourself. For the team to prioritize this particular methodology, they have to know you believe in it too and that you’re capable of implementing it. A reverse role play works really well here, where you, as the sales leader, play the rep and your team plays the customer.

Next, I like to emphasize how this new approach will help both the team and our customers. As a team, we have to believe in the mission — we have to see a North Star. Why would someone who continually achieves their goals stop doing what they‘re doing if they don’t see the greater value?

This can be achieved by demonstrating an anticipated increase in leads, meetings, sales, or customer retention. If there isn't meaning behind the approach or a clear path to success, it will not receive the calories it deserves.

Finally, I like to ensure that the steps in a new sales methodology are outlined as simply as possible. Can it be digested and adopted within a matter of minutes? If we're going to ask a salesperson to take a step back in their day away from immediate revenue-generating activities, then that has to be the goal."

David Torres — HubSpot LatAm Sales Director

"Whenever a methodology is introduced, and change is needed, the first thing I try to do — before presenting it to my team — is to understand what will stay the same. There are bound to be changes, but there‘s probably going to be a starting place of transition that looks similar to what we’re already doing.

Often, we index on the changes, but change can be incredibly uncomfortable. I want to champion change as evolution and as a continuity of the things we're already doing well.

The change itself essentially becomes evolution as a natural consequence of improvement. Why would I choose not to do things better when we've evolved to the point that we can actually do things better?

In a team meeting, I present the change and the ‘why’s,‘ but I start to draw the parallels of what’s going to continue or the iterations that need to be made. Here's where you give your team a minute to reflect — a place where you can highlight how what you were doing today is going to evolve.

For instance, let‘s say we used to prospect via email, and now we need to pick up the phone. There’s a parallel between what you wrote in your email and the script you‘ll use when you call. It’s not ‘new,’ it's an evolution.

Another example could be telling your team, ‘Now, we’re going to use GPCT to qualify rather than just BANT alone. BANT worked because of XYZ — you should look at GPCT as a continuation of BANT through context.

Change, in my experience, is best absorbed through small chunks. I don't need to migrate all of it by myself 100% on day one. But, if I set a target of where I want to be a month out, I can strive for progress rather than perfection. The same goes for the team."

Dan Tyre — Former HubSpot Executive

"Methodology changes can be easy or complicated based on the degree of change required. Slight changes — like adding or refining individual steps or updating the questions used during a stage of a process — are largely tactical and easy to implement.

The sales team should recognize the change, understand the update, and implement it over a matter of weeks to get the desired outcome. But if you are completely rewiring a sales process — like upgrading to an inbound sales or consultative sales approach — you need to leverage a more comprehensive and flexible strategy.

Start with the goal and work backward. For instance, say, ‘We want to close more deals’ — something most sales teams will be on board with.

Next, you need to move to the data.

You might be implementing a methodology change because what you‘re seeing as individuals or a team is that you’re not moving from stage one to stage two, in keeping with the expectations of your industry or organization. That means you have to try something different — in this context, that's adopting a new sales methodology.

That‘s going to require some change management. Some reps get it quickly, while others will take some more time. After all, your methodology has probably been ingrained in your sales process for years, and that’s okay!

As long as you and your team are making progress, and your reps understand that they‘re going to have to work through these changes within a set window of time, you’ll be in a good place.

It also helps to institute a film night — a designated time where you listen to calls with the team to show new methodology's steps and best practices, allowing your team to more effectively model the process.

After a reasonable amount of time, your most nimble reps should be up and running, but some ‘slow percolators’ might need some extra help. In those cases, you review the overall goals and benefits of the methodology, zero in on the difficult segments, and take baby steps to address and improve the delivery."

Start Using the Best Sales Methodologies

From my experience, choosing the right sales methodology can make or break a deal. Each methodology offers a unique approach tailored to different stages of the sales process.

For instance, I‘ve found the SPIN Selling method to be particularly effective when uncovering a prospect’s pain points and guiding them toward realizing the value of my solution on their own.

On the other hand, for enterprise-level sales, the MEDDIC approach helped us qualify prospects and ensured decision-maker's buy-in.

Understanding and implementing the right methodology at the right time is crucial. It’s not just about selling; it’s about providing tailored solutions that resonate with your prospects' needs.

In sales, the prospect is the priority. Their success should be the focal point of any deal you make. Every sales transaction should enable a buyer to achieve a goal, solve a problem, or satisfy a need.

Finding the sales methodology that allows you to consistently fulfill those ends is central to creating meaningful sales efforts that will build productive, mutually beneficial relationships with loyal customers.

Editor's note: This post was originally published in February 2020 and has been updated for comprehensiveness.

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Why Sales Methodologies Are Recipes for Success (and How to Choose the Right One)

Don't leave your strategy to chance. Here's how to find a sales methodology that works for your business.

Patrick Charlton

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Unless you’re a seasoned chef with years of experience in the kitchen, you’re probably not going to wing it when it comes to cooking. You’re going to follow a recipe. This way, you’ll avoid any rookie mistakes and make something delicious in the process.

A sales methodology is like your recipe for sales success. Without one, you’re tossing ingredients in the soup pot and hoping for the best. Just like a favorite recipe, a solid methodology gives your team the guidance they need to get the job done (and do it well).

We’ll explain the importance of sales methodologies, the different types, and how to choose the right one for your business.

What you’ll learn:

What is a sales methodology.

• 6 of the best sales methodologies with examples

How to choose the right sales methodology for your business

How to implement your new sales methodology.

A sales methodology is a series of steps your sales team uses to sell to prospects. It teaches sales reps how to nurture leads from potential customers to converted buyers.

Sales process vs. sales methodology

The sales process is a series of steps a salesperson takes to move a lead to close. This roadmap helps you convert a prospect into a paying customer. A sales methodology, on the other hand, is the framework that guides your actions.

Here’s a simple way to remember:

• Sales process: A series of steps that can guide a sales rep to help a prospect become a customer, from market research to close.
• Sales methodology: A guiding philosophy or set of principles that informs the sales process

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6 of the top sales methodologies with examples

Think about your unique approach to sales when crafting your sales methodology. Then, you can choose a methodology that will suit you, so that you can perform with confidence. Here are six methodologies to consider:

MEDDICC, or Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion, and Competition, stands out for its intricate approach, which makes it ideal for longer sales cycles. This methodology and helps you deeply understand and align with your client’s needs and decision-making processes.

Who it’s for: MEDDICC is designed for large deals and complex B2B environments. It takes time and resources to work on complex deals over long sales cycles. If your business handles many clients, MEDDICC probably isn’t for you. But if you’re targeting high-value prospects and have the team for it, this methodology can help you navigate intricate deals with multiple stakeholders by securing the right buy-ins at the right times.

How it works : Imagine you’re selling an enterprise-level software solution. Using MEDDICC, you discover that the key decision-maker is the CFO, but the IT department’s concerns are the pain points to address. You identify a champion within the IT department and tailor your pitch to highlight how your solution streamlines their workflows. Ultimately, you secure buy-in from the economic buyer (CFO) and the end users (IT department).

2. N.E.A.T. selling

N.E.A.T. selling shifts the focus from traditional ROI to the broader economic impact. N.E.A.T. emphasizes Needs, Economic impact, Access to authority, and Timeline, offering a more holistic view of a client’s situation.

Who it’s for: N.E.A.T.’s focus on listening and understanding helps you understand your prospects’ needs quickly. This makes it easy for lead qualification teams to identify promising prospects whose problems your products or services can solve and those who wouldn’t be a good fit for your solution.

How it works: I’ve found success with N.E.A.T. because it’s good at demonstrating how a product or service can positively affect a client’s overall business, not just the bottom line.

3. S.P.I.N. selling

S.P.I.N. selling, developed by Neil Rackham, revolves around four key elements: Situation, Problem, Implication, and Need-payoff. It’s designed to identify and explore more about your client’s pain points, helping you develop a tailored solution that addresses specific issues.

Who it’s for: By focusing on your customer’s actual problems and implications, the S.P.I.N. selling methodology fosters a more consultative and problem-solving approach that can build trust and strengthen customer relationships in the long term. S.P.I.N. also works well for new companies looking to earn trust in the marketplace by putting relationships first.

How it works: Let’s say you’re selling a cloud storage solution. You might learn that a client’s storage solution is nearing capacity (Situation). Frequent data overflows are causing disruptions (Problem), which could mean lost revenue and productivity (Implication). You propose your cloud storage solution (Need-payoff), which offers scalable storage and ensures the client’s business operations run smoothly without future disruptions.

4. The challenger sale

As the name suggests, the challenger methodology emphasizes challenging the client’s thinking and assumptions. You aim to bring new insights and value to their business. This methodology can be tricky because it only works when the whole company, not just sales, buys into delivering solutions that change client perspectives.

Who it’s for: Best suited for complex sales environments where clients can benefit from being pushed to think differently about their challenges and solutions. The challenger method is well-suited to large sales departments, as it ensures an element of personalization for every deal without needing to change any team structures.

How it works: According to Gartner , “Challenger reps use their understanding of their customers’ businesses to deliver new insights and ideas, like how to save money or avoid risk, that the customer hadn’t previously considered or fully appreciated on their own. Challengers are effective because they build constructive tension.”

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5. Consultative selling

Consultative selling focuses on understanding your customer’s challenges and recommending products or services to resolve them. It’s a deeply customer-centric approach focused on empathizing, advising, and advocating rather than pushing a product.

Who it’s for: Ideal for creating long-term client relationships based on trust and understanding. This methodology is suited for B2B sales, financial services, and consulting industries.

How it works: Customers often do their own research in the early parts of their journeys, whether through blog posts and content marketing or social media and product reviews. Selling to savvy, self-educated customers starts when they’re midway through their buying journey, already have a basic understanding of your product, and need an expert to help guide them the rest of the way. It’s your job to listen to their needs and goals and recommend the best solution.

6. Solution selling

Solution selling focuses on the customer and the problems they’re experiencing and provides recommendations to solve them. Unlike the previously standard approach of box pushing, solution selling offers customization and consultation centered on each customer’s needs.

Who it’s for: Solution selling is used in many industries, including software, healthcare, and education, to give customers customized solutions to their complex problems.

How it works: Solution selling’s focus on customization makes it an effective approach to solving unique problems. Both empathetic and practical, solution selling aims to understand the buyer’s industry, challenges, and goals and provide tailored solutions.

Finding the right sales methodology for your business starts with taking a careful look at your business and analyzing your customers. Different methodologies are better suited to different industries, markets, and sales cycles. Depending on how large and varied your customer base is, you might end up mixing and matching a few different methodologies to best suit particular prospects and situations.

Let the answers to a few key questions guide you. Whichever sales methodology you choose, remember to measure performance before and after implementation. Let the data help you judge which ones work best for your business.

What are your business needs and objectives?

Look at your business needs. Do you want to increase revenue, grow your customer base, or hit some other goal? Or do you need to address a current issue, like improving your approach to addressing customer pain points?

By focusing on what you need, you can choose a methodology that helps you get there. S.P.I.N. selling, for example, is great for focusing on customer pain points, while consultative selling will help you build stronger relationships.

How does your industry affect your sales process?

Selling cookies to cafe-goers is very different from selling subscription-based software to enterprise clients. As such, your sales methodology should suit your industry.

Considerations include the length of your sales cycle, the complexity of deals, and customer expectations within your industry. MEDDICC is a great methodology for B2B sales, where deal cycles are often long and involve multiple stakeholders. You probably wouldn’t apply it to your cafe business, however.

Who are your target customers?

A good sales methodology supports your business and your customers. When evaluating its effectiveness, consider your customers’ perspective. Find out who they are, how they think, and what markets they spend time in.

Work backward from what you know about your audience, and choose a methodology that’s most apt to suit them. If you have a customer who’s most concerned with the financial health of their business — not just the ROI of individual deals — you might choose to apply the N.E.A.T. selling method.

Key considerations for all

• Customer interactions : Analyze how your customers prefer to communicate, and go for a methodology that matches these preferences for better engagement.
• Aligning with buyer’s experience : Choose a methodology that matches and supports the buyer’s journey through consultative selling or direct problem-solving.
• Importance of open-ended questions : Your methodology should encourage open-ended conversations to uncover deep insights into your clients’ needs and challenges.

Ultimately, the right methodology will feel like a natural extension of your sales efforts, improving the process for you and your buyers.

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Whether you’re introducing a sales methodology for the first time or refining an existing one, consistency is key. Think of it like perfecting a recipe. You learn a little more every time you cook until you get it right.

To ensure your methodology sticks, incorporate regular training sessions and ongoing coaching. Professional development and consistent feedback are essential for helping your team master a new approach. Align your methodology with your sales activities with these tips:

Analyze your sales stages

Whether you’re setting up your first structured sales process or tweaking an existing one, begin with a detailed analysis. A CRM system is key for fine-tuning your sales stages. It helps you:

• Gather insights : Use CRM data to identify strengths and weaknesses in your sales process.
• Spot improvements : Pinpoint where a new methodology could boost performance — like improving lead qualification if drop-offs are high at this stage.
• Implement changes : Directly integrate methodology tactics into CRM activities, ensuring your approach is grounded in actual sales interactions.
• Monitor results : Quickly adjust your strategy based on CRM feedback to continually refine your sales process.

A CRM not only streamlines analysis but also actively supports the integration and ongoing improvement of your sales methodology.

Incorporate specific tactics

Apply targeted tactics and strategies from your chosen methodology at each sales stage. This will ensure it’s not just theoretical but actively informs daily sales activities. Here’s an example of a sales process using S.P.I.N. methodology:

• Open: S.P.I.N.’s goal for making first contact with prospects is to gather information. Don’t lead with your product or service’s features. Focus on grabbing attention with an interesting insight or thought-provoking question.
• Investigate: Identify your prospect’s priorities and buying criteria. Use strategic, targeted questions to learn more and gain credibility.
• Show capability: Prove the value of your offer with the FAB formula — features, advantages, and benefits. Say to a prospect, “With these [features], you can do these things [advantages], and you’ll experience this [benefit].”
• Problem question: What’s preventing you from reaching [goal]?
• Implication question: Could [problem 1], [2], or [3] be holding you back or giving your competitors an edge?
• Need-payoff question: What [payoff] would you experience if we could solve [problem]?

Set clear milestones

For each sales stage, establish clear objectives aligned with your methodology’s principles. This way, your team understands what success looks like and how it supports your overarching business goals.

Clear milestones, aligned with your sales methodology’s principles, get everyone on the same page. Your team should understand your organization’s approach to sales, what’s expected at each stage of the sales process, and how to get there.

Review for continuous improvement

Use performance reviews and feedback to discuss any issues you encounter. Make timely adjustments to ensure your methodology evolves with your sales needs. Learn more about your methodology’s challenges and successes with:

• Weekly team meetings : Dedicate a portion of your weekly sales team meetings to discuss your methodology. Encourage team members to share their experiences, challenges, and successes.
• Performance dashboards : Use your CRM to create dashboards. Then track key metrics for objectives associated with your methodology. Regularly review your dashboards to identify areas for improvement.
• One-on-ones : Have regular one-on-one meetings with your reps. Review their application of the methodology to understand their successes and challenges on an individual level. Give personalized feedback, discuss obstacles, and set goals.

Whether you’re building from the ground up or adjusting your approach, defining your goals and understanding your gaps are critical first steps. Remember, adopting a sales methodology requires patience, practice, and persistence.

Find the right approach and work on it every day

Choosing the right sales methodology is like testing out a new recipe. You won’t know if you got it right until you taste it — or in the case of sales, test it.

Sales methodologies are meant to bring consistency and structure to your sales process, but it can take time to get it right. Remember, they only succeed when they align with the needs of your business and its customers.

No matter what methodology you choose, build in the flexibility for your team to respond to unique situations as they come up. Learning and adaptation are the name of the game.

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Patrick Charlton is passionate about teaching students about business-to-business sales, strategies for customer relationship management, and data analytics. He also serves as a faculty advisor to the first Canadian Salesforce student group, is a member of the leadership team for the Ottawa ... Read More Salesforce User Group, and is a co-organizer of the annual Canadian Sales Educators Symposium. Patrick is based in Ottawa, Canada, and holds an MBA with a specialization in Professional Selling & Leadership from the University of Fredericton. Additionally, he holds a Certified Sales Leader designation from the Canadian Professional Sales Association.

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The Top 12 Sales Methodologies: MEDDICC, ValueSelling, and More

The more you use one the more natural it will feel, and the more streamlined your sales process will become. With so many to choose from, selecting the correct methodology for your team can be challenging. Read on to learn about some common sales methodologies, and *drumroll* which one we think is the best.

We are aware of the pains sales organizations have during implementation of sales methodologies, so we've provided actionable templates throughout the article. 🏆

What is a sales methodology?

A sales methodology is a framework that guides how to engage current and future prospects. It informs how your sales processes work and gives your team a structured approach for qualifying prospects and closing deals. 

Working within a sales methodology gives your team a repeatable, scalable, and predictable way to operate that ensures you check all your boxes. We’ll discuss twelve popular ones here.

Challenges with Implementing a Sales Methodology

Regardless of what sales methodology you're implementing, the most common problem for GTM leaders is actually implementing and enforcing it consistently on deals.

Platforms like Recapped enable teams solve these problems by:

• Standardizing your sales process and sales playbook
• Enabling reps to follow the process on every single deal
• Provide a collaborative approach for buyers to engage with the methodology
• Give leadership visibility and insights into sales methodology adherence

Challenger Sales by CEB

The Challenger Sale is a book from the Corporate Executive Board (CEB) that tells us the best salespeople are those that don’t give in to customer demands, but instead push back on them. These people are known as Challengers. 

This methodology of selling is all about taking control of the conversation. Challengers don’t just respond to their client’s needs – they redefine them. They have an in-depth understanding of their prospect’s business, they bring insight to the conversation, and they may offer products and services the client was unaware of. They know when and how to tactfully push back on a client, and they close more sales as a result.

SPIN Selling

SPIN Selling is named for Neil Rackham’s classic book, which explains that people who close at high rates tend to ask the same kinds of questions, and in the same order. The categories of questions are as follows:

• ‍ S ituation - to gather information  ‍
• P roblem - to identify pains and problems the prospect experiences ‍
• I mplication - to highlight why those pains need to be solved ‍
• N eed-Payoff - to lead the prospect to draw conclusions on their own (instead of leading with a pitch)

This methodology emphasizes the need to build value as a trusted advisor, and encourages sales representatives to abandon traditional sales techniques. 

Following the SPIN framework as you gather information about your prospect and encourage them to come to their own conclusions sets you apart as a guide – someone who can bring them to a solution they truly believe in, because with your help, they were able to discover it.

Sandler Selling System

Sandler Selling, or the Sandler Submarine, is a 7-step system for successful selling. It’s a low-pressure approach that aims to put the salesperson in complete control of the discovery process.

The steps are as follows:

• Bonding & Rapport - develop equal stature and encourage open, honest communication
• Up-Front Contract - establish roles and ground rules early on to create a comfortable environment for all parties
• Pain - uncover problems and their impact to determine the reasons for doing business
• Budget - is your prospect willing and able to invest the required time, money, and resources?
• Decision-Making Process - discover the who, what, when, where, and why of the prospect’s buying process
• Fulfillment - propose your solution to the problem
• Post-Sell - establish next steps and prevent loss of sale

The Sandler Selling System outlines an effective process for gathering the information needed to close a sale. It’s a high-touch, consultative selling approach that focuses on asking the right questions during the qualifying process.

The SPICED™️ Framework by Winning by Design

The SPICED™️ sales methodology is a 5-step framework with another customer-centric approach. It keeps the customer’s desired impact as the focus throughout the entire sales cycle.

• [S]ituation: Who are you targeting? What is their background? Look for any information that will help to determine whether the prospect is a good fit for your solution. ‍
• [P]ain: What specific challenges are they facing? Why are they motivated to consider your solution? Look for the source of the pain, not the symptoms. ‍
• [I]mpact: What outcome does your prospect hope to achieve by purchasing your solution? How will you solve their pain? ‍
• [C]ritical [E]vent: What are the important dates that drive your prospect’s ideal timeline to find a solution for their problem? ‍
• [D]ecision: How will the final purchasing decision be made? You need to know who’s involved and what the criteria are for approval.

The SPICED™️ Framework lets you systematically find and organize the information you need to achieve your prospect’s desired outcome. It can be used across all stages of the sales process.

🏆 We've partnered with Winning by Design to curate The SPICED™️ Framework within Recapped , start using it today.

Conceptual by Miller Heiman

The conceptual selling methodology is based on the idea that customers don’t buy a product or service, but the concept behind them. The role of the salesperson in this situation is to first listen and understand the prospect’s concept behind their problem, find any holes in their decision-making process, and relate the product or service directly to their understanding of the concept. 

All conversations should be very customer-centric. You’ll want to avoid any mismatch between what the customer wants and what you’re selling.

This methodology encourages the salesperson to ask questions in five categories:

• Confirmation - to reaffirm information already collected
• New information - to clarify the prospect’s concept of your product
• Attitude - to help understand your prospect on a personal level
• Commitment - to determine their investment in the project
• Basic issue - to learn about potential problems in their business

Emphasis should be put on listening rather than talking. The goal is to find a “win-win” scenario that satisfies both the buyer’s and the seller’s motivations and interests.

Miller Heiman is perhaps most well known for the blue, green, and gold sheets he brought to the industry – they’re famous for guiding salespeople through the action planning required to close a sale in a predictable and repeatable process.

• The “ Blue Sheet ” for Strategic Selling - gives salespeople a user-friendly way to build a strategic approach for pursuing individual opportunities
• The “ Green Sheet ” for Conceptual Selling - provides a process that helps sellers to effectively manage their sales calls and leverage customer interaction as they move through the sales cycle
• The “ Gold Sheet ” for Large Account Management - helps salespeople learn to build 1-3 year strategies to build lasting relationships with their largest accounts

Command of the Message by Force Management

Command of the Message focuses on creating a consistent buyer message. It provides a structure that enables salespeople to clearly articulate your value and differentiation, align that value with your customer’s problem, and then deliver on the promise.

The focus is on using a repeatable framework that enables you to guide the conversation – discovering the needs of your prospects and linking those needs to solutions you can offer.

🏆  Customize your Force Management's Command of the Message template today.

Want to learn how to standardize and enforce your sales process? Schedule a free consultation with our own Sales Process Expert

Solution selling.

Solution Selling is based on the simple premise of assessing a prospect’s needs, and then recommending a solution that’s tailored to their unique challenges. It requires having an in-depth understanding of their industry, their problems, and their specific circumstances.

Solution Selling requires you to zoom out and look at the whole picture. This methodology is particularly useful for industries that deal with highly-customizable products.

ValueSelling Framework

A value-based sales methodology demands that you do your homework. You need to put the needs of your prospect first and to do that, you must understand what their needs are. Your team must go through the process of understanding why your offer is valuable to the prospect. Once that’s ironed out, the entire sales process revolves around reinforcing those points .

Instead of hard selling, the focus is on teaching. Benefits should be clear and easy to understand. Build trust by making it a point to add value each time you engage with your prospect.

Value-based selling is a very customer-centric approach. Using this methodology increases your chances of making the sale, and if done well, increases the price your prospect is willing to pay.

🏆  Start taking action and customize your value selling framework template !

MEDD(P)ICC, MEDDICC, MEDDIC is a sales qualification methodology that works with your current sales process. It’s an 8-step framework that helps you to determine the information you need to know, which relationships you need to nurture, and what tasks need to be done.

• [M]etrics: The data that measures your solution’s value to customers. What financial benefit does it offer? ‍
• [E]conomic buyer: Who is the ultimate decision maker? ‍
• [D]ecision criteria: How are they judging your solution? What’s going to get them excited about your product? ‍
• [D]ecision process: The path your buyer will take from the awareness stage into decision-making. What kind of approval process needs to take place? ‍
• [P]aper process: What needs to be cataloged and followed? How are you keeping the paperwork in order? ‍
• [I]dentify pain: Pain points you have identified. What does this solution solve? How does it affect their bottom line? ‍
• [C]hampion: The foremost authority in your customer’s organization. Who has power, influence, and credibility? ‍
• [C]ompetition: Who are the other players in your market competing for the same customers?

This methodology is popular in complex B2B sales because of its impressive results in enterprise sales and its focus on high-value, best-fit targets. MEDDICC is a detailed methodology that should be used to qualify your leads (in OR out) through every step of the sales process.

It’s a proven, data-driven process that performs even in saturated markets. Use MEDDPICC to shorten your sales cycle, create Mutual Action Plans , and close more high-quality leads.

🏆  Use our premade Mutual Action Plan with MEDDICC template for free!

🎥 Watch this webinar on How Revenue Leaders are Optimizing Deal Reviews with Mutual Action Plans . Our passionate speakers talk about MEDDICC methodology as a deal management process.

Integrate any Sales Methodology to your CRM

The biggest issue we've heard from sales leaders is adherence to any processes with sales reps.

We've found that the solution is to build it into their daily workflow and bi-directionally sync it with your CRM (Salesforce, HubSpot, and more).

Here's an example of MEDDICC within Recapped bi-directionally syncing with Salesforce. Request your personalized demo !

Another acronym – this framework revolves around 4 core principles.

• Keep it S imple: Make things easy and clear for your customers.
• Be i N valuable: Be indispensable – someone your customers can’t live without.
• Always A lign: Be in sync with their needs.
• Raise P riorities: Keep their most important priorities in focus.

SNAP selling is meant for a specific type of buyer – the modern “frazzled and overwhelmed consumer.” It’s a useful methodology for those who work in the B2B space or who sell a complex or confusing product. It’s a straightforward approach that breaks the decision-making process down into easier-to-handle steps. 

In SNAP selling, you need to position yourself as a trusted partner – one who can guide your prospect to see the value in your offer – with a solution to a problem that they’re otherwise too frazzled to solve.

Gap Selling by Keenan

Gap Selling is all about helping your prospects to “close the gap.” The “gap” is the space between where they are now, and where they want to be.

To successfully use this methodology you need to fully understand both states – current and future. Once current problems and the desired future state are identified and defined, you can move on to discussing solutions.

Gap Selling is about zooming in on the core of the problem at hand. The space between their current state and their future state (in which they’ve solved their problem and have their ideal outcome) is the space your solution needs to fill.

The pain of implementing methodologies within sales organizations

We've heard time and time again from leadership...

...that sales methodologies aren't being adopted by reps.

When it comes to selling B2B, there are a lot of moving parts to keep track of. The entire process can be incredibly complex. The best way to be sure you’re not letting anything slip through the cracks is by creating a repeatable process that every rep can follow.

Testimonial of methodology training before reinforcement

Brendan o'brien shares the pains auvik faced:.

"We went through the visualized value selling program, and we've done this a few times internally where not a lot of people were buying into.

We paid an exorbitant amount of money to have an individual walk us through a full program... all of us say, 'Yes, we're going to do this!' Little team cheer at the end where it's like, 'We commit!' And then it's Friday afternoon, everybody goes home has beers, and forgets about what the heck they learned all week .

So trying to make sure that we're value selling into the actual pain, but trying to present that to somebody in PowerPoint was not easy."

The Aha Moment of standardization, consistency, and visibility

"Once we had Recapped and were able to integrate all of the visualized Value Selling into there . You guys allowed us from a Value Selling perspective to consolidate everything in one.

‍ That was the Aha moment , was being able to take a huge component of our business and be able to present it forward-facing , so that the client knew exactly what they were getting into." - Brendan O'Brien from Auvik

Each of the sales methodologies outlined here has clear benefits, and one may be better than another for your particular team dynamic and offer. But – here at Recapped, we made it possible to incorporate and reinforce all your favorite methodologies into your sales process easily.

Don't know where to start?

Request a free personalized 1-on-1 consultation on how you can standardize sales processes and methodologies, shorten sales cycles, and close more deals faster .

Want to try it out yourself?

‍ Create your free account today and unlock our deal execution and methodology templates .

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13 best sales methodologies and how to implement them

Posted December 14, 2023

What exactly is a sales methodology?

4 reasons to adopt a sales methodology, the 13 best sales methodologies explained, implementing a sales methodology at your company, start leveraging sales methodologies to close more deals, stay up-to-date with all things outreach.

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Businesses that want to drive increased revenue year after year need to carefully optimize each part of their sales pipeline. But a sales process that delivers results for one organization can easily fail to make an impact with another. Organizations cater to distinct markets and offer unique value propositions. That’s why companies must carefully select the sales methodology that best fits their target audience.

Of course, choosing the sales methodology that best suits your organization comes with its share of challenges. The journey from selection to adoption is rife with potential pitfalls, from misalignment with organizational objectives to resistance among the sales team. Let’s take a look at what adopting a sales methodology entails before reviewing 13 of the top sales methodologies used today.

A sales methodology is the guiding set of principles that shape and direct the actions of your sales team. It provides a blueprint for how your sales personnel should think about selling and the guidelines they should follow in their interactions with prospects. A sales methodology fosters consistency in how sales professionals identify, engage, and close deals with potential customers.

Sales methodologies are often tailored to address specific phases of the sales process , recognizing that different strategies may be required for prospecting, lead qualification, and closing. Organizations should adopt methodologies that best fit the stages of the sales pipeline they’ve prioritized and align with their most important key performance indicators (KPIs).

How to use your sales methodology to boost win rates in Outreach

With changing buyer behaviors, increasingly complex buying groups, and tightening budgets, sellers need the right tools to stay aligned with their buyers and move deals forward. Watch this on-demand webinar to learn:

• How sales leaders use Outreach to operationalize qualification methodologies like MEDDPICC , MEDDIC , BANT , or SPIN
• How top-performing AEs use mutual action plans to align with all stakeholders all the way to close
• How to use mutual action plans to avoid deal-killing scenarios

Adopting a sales methodology can deliver a range of benefits for your business:

• Onboarding and performance. A well-defined sales methodology is an invaluable tool when onboarding new sales hires. It helps newcomers grasp the organization's sales philosophy and start making tangible contributions more quickly. Accelerating the integration of new team members contributes to a more efficient and productive sales force.
• Fostering consistency. A sales methodology provides a unified framework and shared principles, ensuring that each sales professional takes a cohesive approach to every sales task.
• Scalability. As your business grows, a standardized sales methodology makes it easier to replicate successful strategies, ensuring that expansion doesn't impact sales performance.
• Lead retention guidance. A sales methodology helps sales professionals understand the nuances of how to retain leads at each stage of the sales pipeline , enhancing conversion rates.

There’s no shortage of sales methodologies to choose from, which makes carefully evaluating these frameworks all the more important. Most sales methodologies share some foundational principles, like a quality-centric approach to lead generation and a focus on building deep relationships over accumulating leads in bulk. But businesses should still assess each methodology for alignment with their organizational goals, ease of adoption, and proven success in similar industries.

1. SPIN selling

Each element of SPIN selling — situation, problem, implication, and need-payoff — corresponds to a crucial part of the sales process, providing a structured approach to understanding and addressing customer needs. SPIN selling recognizes that understanding the customer's situation, identifying problems, realizing the implications, and presenting a need-payoff solution are pivotal in effective selling. It emphasizes questioning and information-gathering across all four of these stages:

• Situation questions. Uncover the customer's current state or circumstances.
• Problem questions. Identify challenges or issues the customer may be facing.
• Implication questions. Explore the consequences or impact of the identified problems.
• Need-payoff questions. Present the solution in a way that highlights its benefits and addresses customer issues.

By focusing on the buyer's perspective, sales professionals can tailor their solutions to address specific pain points, resulting in more meaningful and effective interactions.

When adopting SPIN selling, customize your questions based on the unique needs of each potential customer, and pay close attention to their responses to gain a full understanding of the prospect’s needs. For instance, in a software sales scenario, a SPIN approach might involve understanding the client's current offerings (situation) and then uncovering issues or limitations with them (problem). The sales rep would then discuss the potential consequences of these issues (implication), and finally, proposing a solution with clear benefits (need-payoff).

2. N.E.A.T. selling

N.E.A.T. stands for need, economic impact, access to authority, and timeline. N.E.A.T. selling has roots in several notable predecessors, including BANT (budget, authority, need, timeline), ANUM (authority, need, urgency, money), and AN (authority, need). These earlier methodologies laid the groundwork for N.E.A.T., emphasizing the importance of understanding budget constraints, identifying decision-makers, assessing needs, and gauging urgency.

Each component of N.E.A.T. contributes to a comprehensive understanding of the prospect's situation and the factors influencing their purchasing decision:

• Need. Understand the prospect's needs and pain points.
• Economic impact. Assess the financial implications and benefits of the proposed solution.
• Access to authority. Identify and establish communication with decision-makers.
• Timeline. Determine the prospect's urgency and the timeframe for making a decision.

N.E.A.T. selling focuses on the latter portion of the sales process, especially the qualification and closing phases. As the sales cycle progresses , honing in on specific elements like economic impact and access to decision-makers becomes critical for successfully closing deals. By delving into economic considerations and ensuring access to decision-makers, sales professionals using N.E.A.T. can align their offerings with the prospect's specific needs and constraints, facilitating a smoother path to a deal.

3. SNAP selling

The four key aspects of SNAP selling — simple, invaluable, aligned, and priority — reflect its focus on the initial phases of prospecting and engagement. These four fundamentals recognize that simplicity and clarity in communication are vital in capturing the prospect's attention and interest from the outset:

• Simple. Prioritize simplicity in your communication and offerings to avoid overwhelming the prospect.
• iNvaluable. Ensure that your solution brings undeniable value to the prospect's specific needs.
• Aligned. Align your pitch and offerings with the prospect's unique challenges and objectives.
• Priority. Emphasize the urgency and priority of your solution in addressing the prospect's pain points.

By keeping communications straightforward and aligning offerings with customer priorities, SNAP enables sales professionals to build trust swiftly and establish a foundation for meaningful relationships.

MEDDIC is a six-part methodology that leverages quantitative standards and other key factors that influence the decision-making process in complex B2B sales scenarios. MEDDIC focuses on the qualification and closing stages of the pipeline, with all six factors placing a strong emphasis on decision-making criteria that drive the prospect's purchasing decisions:

• Metrics. Identify and comprehend the KPIs that matter to the prospect's business.
• Economic buyer. Identify the individual with the financial authority and responsibility for the purchasing decision.
• Decision criteria. Understand the specific criteria that the prospect uses to make decisions.
• Decision process. Map out the steps and stages involved in the prospect's decision-making process.
• Identify pain. Uncover and comprehend the prospect's pain points and challenges.
• Champion. Cultivate a strong advocate within the prospect's organization.

MEDDIC's close attention to quantitative standards is one of its biggest advantages. It fosters  a deep and tangible understanding of important metrics, economic considerations, and other decision-making factors. This provides a robust framework that helps sales professionals align their offerings with a prospect's business objectives.

5. Challenger selling

Challenger selling revolves around a persona for sales professionals called, appropriately, the "challenger." Sales reps that follow this approach adopt a proactive and assertive style. They present themselves as educators and thought leaders rather than simply responding to customer needs. And they aren’t afraid to actively challenge their clients' thinking when necessary. Challengers purposefully introduce constructive tension into the sales conversation, bringing new perspectives to bear and prompting the prospect to reevaluate their current approach.

Challenger selling can be used across all stages of the sales process, but it particularly shines during early sales phases involving customer engagement and education. These early stages are more apt to involve challenging the prospect's preconceptions, providing new insights, and ultimately shaping their understanding of their own needs.

When implemented well, challenger selling helps sales personnel establish themselves as trusted advisors, fostering a deeper connection with prospects. This requires investing time in thoroughly understanding the prospect's industry, challenges, and potential opportunities. It also relies on Introducing challenges and insights in a constructive manner, aiming for collaborative problem-solving rather than engaging in confrontations with a potential customer.

6. Inbound selling

As the name implies, inbound selling is closely connected with the principles of inbound marketing. Both methodologies share the philosophy of attracting, engaging, and delighting prospects by providing valuable content and personalized experiences. Inbound selling dovetails with a broader inbound marketing strategy, ensuring a seamless transition from attracting leads to converting them into customers.

Inbound selling also incorporates inbound marketing’s concept of the flywheel, envisioning the sales process as a continuous cycle that relies on continuous momentum and delighting customers at every stage of their journey. Inbound selling seeks to keep the flywheel spinning smoothly through positive customer interactions and nurturing relationships beyond the point of sale.

Inbound selling relies on collaboration between marketing and sales personnel — otherwise known as sales enablement . Marketing professionals should provide the sales team with the necessary resources and insights to engage effectively at each stage of the buyer's journey. This empowers sales professionals to act as knowledgeable representatives of your organization and helps them build credibility with prospects.

7. Customer-centric selling

Customer-centric selling is a multifaceted methodology focused on understanding, addressing, and exceeding the expectations of the customer throughout the entire sales cycle — and beyond. Each of its 8 key points revolve around establishing and fostering long-term, productive relationships with prospects:

• Understanding customer needs. Customer-centric selling prioritizes thorough research into prospects and active listening to identify pain points and aspirations, ensuring that every sales interaction is tailored to address specific customer requirements.
• Building trust and credibility. Customer-centric selling emphasizes transparency, reliability, and consistent communication to foster a trusting relationship between the sales professional and the potential customer.
• Effective communication. Clear and effective communication is a hallmark of customer-centric selling. Sales professionals are encouraged to articulate value propositions to align with customer goals, fostering a mutual understanding of the benefits the organization’s offerings provide.
• Customization of solutions. Customer-centric selling steers away from one-size-fits-all approaches. Instead, it encourages sales professionals to tailor solutions based on the needs and preferences of each prospect, demonstrating a commitment to delivering genuine value.
• Collaborative problem-solving. Customer-centric selling promotes a collaborative approach to problem-solving. Sales professionals work closely with customers to understand challenges and create solutions, developing a sense of partnership and shared objectives.
• Focus on long-term relationships. Beyond individual transactions, customer-centric selling places a strong emphasis on cultivating long-term relationships. Sales efforts are geared towards becoming a trusted advisor, providing continued support and value throughout the customer's journey.
• Continuous feedback loop. Regularly seeking and incorporating customer feedback helps sales strategies remain adaptive and responsive to evolving customer needs and market dynamics.
• Customer success integration. Customer-centric selling extends beyond the initial sale to include a seamless integration with customer success initiatives. This ensures that customers derive more value from their purchase and also experience ongoing support and satisfaction.

8. Conceptual selling

Conceptual selling evolved as a response to transactional approaches to sales, emphasizing a deeper understanding of the client's needs and the need for a consultative approach to effectively address them. Conceptual selling generally focuses on the early stages of the sales process, helping to understand and shape the potential client's concept of the solution your organization is offering. The strength of Conceptual Selling lies in its ability to create a shared vision with the prospect, resulting in a more targeted and effective sales strategy.

To get the most out of this strategy, customize presentations to resonate with the prospect’s unique perspective, and proactively address objections by aligning responses with the client's concept. Conceptual selling involves not just showcasing the features and benefits of your offering but understanding how the prospect conceptualizes the software's role in addressing their business challenges. The sales professional then tailors their presentation to highlight specific functionalities that directly align with that conceptualization, ultimately leading to a more impactful sales pitch.

9. Target account selling

Target account selling (TAS) streamlines the sales process by concentrating efforts on high-potential accounts. It focuses on meticulous lead qualification and targeting prospects who not only show interest in your organization’s offerings but also possess the authority to make purchasing decisions.

Target account selling helps maximize efficiency by directing resources toward high-value prospects. Rigorous evaluation of leads helps ensure a focus on accounts with the highest potential for conversion, while thorough research lets sales personnel pinpoint individuals with the authority to make purchasing decisions. Sales personnel should then establish connections with both decision-makers and other stakeholders at the targeted organization.

10. The Sandler Selling System

The Sandler Selling System was developed by David H. Sandler in the late 1960s. It diverged from existing sales approaches by introducing a more collaborative and relationship-centric methodology. The Sandler Selling System redefines the seller-buyer relationship throughout the sales cycle by emphasizing mutual evaluation, where the seller assesses the buyer's suitability for their offering as much as the buyer evaluates the seller.

The two-way evaluation process allows both the seller and buyer to determine if the partnership is a fit. The system promotes a no-pressure approach, focusing on open communication and collaboration rather than traditional hard-selling tactics. This helps build a foundation of trust and collaboration early in the sales process, leading to more genuine and sustainable partnerships.

11. Solution selling

Solution selling , created by Frank Watts and refined by Michael Bosworth, reorients the sales process by adopting a solution-first approach. It shifts the focus from products to tailored solutions that directly address the prospect's challenges and objectives. This enhanced customization fosters a deeper connection with prospects and increases the likelihood of closing deals.

Solution selling requires a close examination of the prospect's needs and pain points and benefits from a consultative approach where the sales professional acts as a trusted advisor, guiding the prospect toward solutions that best fit their requirements. Sales personnel should engage in collaborative discussions to identify and address unique challenges faced by the prospect. Instead of promoting a pre-packaged set of products or services, sales reps adapt offerings to better resonate with the prospect.

12. Gap selling

Gap selling attempts to meet the need for a more dynamic and outcome-oriented sales strategy. It centers around understanding and communicating how a potential customer can bridge the gap from their current state to their desired future state. Gap selling requires aligning the sales process closely with the prospect's aspirations, creating a more compelling case for conversion.

The primary goal of gap selling is to effectively communicate how your organization’s offering can lead to positive outcomes for the prospect. Sales teams must be ready to develop a nuanced understanding of where the prospect is and where they want to end up. Sales personnel then position their offerings not just as a set of features but as a pathway to overcoming specific hurdles and achieving the prospect’s desired outcomes.

13. Value selling

Value selling places its primary focus on communicating the significant value and benefits that customers derive from a product or service, particularly in comparison to its price. It aligns with the broader shift towards customer-centric approaches in sales and can be effective throughout the stages of the sales cycle.

Value selling involves effectively articulating the unique value propositions and benefits of a product or service. It emphasizes communicating the return on investment (ROI) and demonstrating how your organization’s offering provides substantial value for the prospect. It requires aligning pricing strategies with the perceived value customers receive thoroughly understanding customer needs to tailor value propositions effectively. The sales professional should quantify benefits to the extent possible, like time and cost savings, efficiency gains, and potential revenue increases.

When evaluating and implementing a sales methodology at your company, there are a few strategies you should follow to get the best results.

Determining sales team needs

Before selecting a sales methodology, work to understand the needs of your sales team at every stage of the pipeline. Gather and analyze data at each stage of the sales pipeline to gain a clear understanding of what's working and what isn't. You should also communicate with stakeholders in and out of the sales department to get a full picture of your organization’s current capabilities. This will better equip you to choose and fine-tune a sales methodology that aligns with your sales team’s strengths and helps address their weaknesses.

Methodology selection and alignment

Once armed with data, select methodologies that focus on identified performance gaps while keeping in mind your team’s capacity for change. Consider a mix of methodologies if it best aligns with your team's diverse challenges. It's crucial to balance innovation with preserving effective current processes. Align the chosen methodologies with your team's existing workflow to the extent possible to facilitate a smoother transition.

Communication and ongoing support

Clearly communicate the rationale behind adopting the selected methodologies to your sales team. Provide a transparent accounting of how the new approach aligns with organizational goals and will benefit both the team and individual sales professionals. Continuous support and training are vital to ensuring a successful transition. Holding regular check-ins, establishing feedback loops, and ensuring supportive resources are accessible all help maintain positive momentum and address any issues that may arise.

Choosing the right sales platform

Throughout this process, leverage a robust sales platform to streamline and enhance your efforts. Sales platforms provide tools for data analysis, process automation, ongoing training and support, and performance tracking, aiding in the quick implementation of new methodologies. Look for software that offers customization, integrates with your team’s existing tools, and can scale to accommodate evolving needs.

Even the best sales methodology is likely to fall short of expectations without the right tech to back it up. Outreach is a leading sales execution platform that provides all the capabilities needed to effectively implement the ideal sales methodology for your business.

Outreach is designed to empower sales teams at every stage of the sales process by streamlining workflows, maximizing customer engagement, enhancing collaboration, and providing valuable insights to boost the efficiency and effectiveness of your sales efforts. Request a demo today to see how Outreach can elevate your sales methodology and help you close more deals.

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A guide to sales methodology

Featured topics, may 18, 2021.

Using a solid sales methodology gives your organization a practical, repeatable, and scalable way to approach each phase of the sales process.

What is sales methodology?

A sales methodology is a framework that outlines how your sellers approach each phase of the sales process. While a sales process maps out a sequence of stages required for success, a sales methodology introduces discipline through a system of principles and best practices that translate into seller actions.

Sales methodology explains the “how” and the “what” behind the process, whether it’s preparing for a sales call, analyzing an opportunity, or upselling a large account. It connects the process to your customers’ needs and provides a roadmap for how to navigate each stage.

To be effective, your organization’s sales methodology must be applied consistently and reinforced regularly. It must be supported by a formalized process and a universal language that guides your organization’s sales activities. In practice, a sales methodology equips your sales team with a practical, repeatable, scalable framework for sales success.

A short history of sales methodology

Sellers have always used formal and informal systems to improve win rates. Before many of today’s sales training programs became popular, methodologies often focused on manipulative selling techniques that salespeople counted on to close deals. From snake oil selling to high-pressure sales practices, these methodologies gave individual sellers effective tactics, but they didn’t serve the customer or the sales organization.

The first major development in professional sales methodology happened in the 1970s, when Xerox developed Professional Selling Skills® (PSS), a framework that empowered its sales force to win deals in an increasingly competitive copier sales environment. With PSS, Xerox created a methodology that introduced a “needs satisfaction” approach to sales.

An even more significant innovation occurred in 1985 when sales consultants Robert Miller and Stephen Heiman released the book “ Strategic Selling .” Strategic Selling® expanded on the needs satisfaction approach of PSS, equipping sales teams with a proven methodology for managing complex sales processes.

In addition to sidelining manipulative sales tactics and a sales mentality rooted in simply getting the order, Strategic Selling® transformed sales and popularized concepts like the “win-win” approach so common in successful organizations today.

Korn Ferry now owns both of those sales training solutions that defined the modern approach to selling. Over the years, Korn Ferry added many of the best sales training solutions on the market to its portfolio, as can be seen on our sales training page .

Sales methodology: A pioneer in solution selling

Since 1985, Strategic Selling® has been recognized as one of the industry’s most effective sales methodologies. Although other approaches, like Conceptual Selling® and LAMP®, are also widely adopted methodologies, Strategic Selling® with Perspective continues to be one of the industry’s most revolutionary approaches to solution selling.

Designed to help organizations manage complex sales processes involving multiple decision makers, Strategic Selling® with Perspective gives sales organizations a comprehensive strategy to win large sales opportunities. The program provides an action plan to successfully sell solutions that require approval from multiple decision makers in the customer’s organization, covering topics such as identifying the economic buyer, evaluating the likelihood of success, and assessing your competitive position. The addition of perspective to the methodology encourages sellers to add value to the sales process by bringing a point of view that helps customers achieve their business objectives.

At the center of the Strategic Selling® with Perspective methodology is the industry’s iconic Blue Sheet , a tool that guides sales professionals through action planning for a sale. The effectiveness of the Blue Sheet hinges on its ability to foster collaboration and sales coaching. In effect, the Blue Sheet supports the organization’s sales methodology by eliminating the “lone wolf” selling mentality and helping teams execute a predictable, repeatable sales process.

The importance of sales methodology

Methodology is the backbone of successful sales organizations. It provides sales reps and managers with a repeatable, scalable, and predictable way of operating that ultimately determines the organization’s ability to achieve process maturity and improve win rates.

In today’s global business climate, it is simply impossible to improve your organization’s sales capabilities without a consistent methodology that delivers several important benefits to sales reps and managers, including:

• Proven strategies for successfully navigating a changing business environment
• Tools to effectively evaluate sales opportunities, situations, and challenges
• A common language for discussing the steps required at each stage of the sales process
• The identification of best practices that increase the likelihood of success
• The replication of top performers throughout the sales organization
• Effective ways to coach sales reps through the sales process in a scalable way

The future of sales methodology

Sales methodologies must constantly adapt to the needs of customers and sellers in an increasingly sophisticated global marketplace. Key trends that will shape the future of sales methodology include:

• Perspective-based selling. Today’s buyers want more than solutions from sellers—they want perspectives that help them overcome business challenges. As the evolutionary next step in solution selling, perspective-based sales methodologies empower sales teams to bring knowledgeable insights and added value to the sales process.
• Technology innovation. Advances in technology create opportunities for organizations to introduce new tools to the sales process. Going forward, technologies like Korn Ferry Sell will leverage data and analytics to improve win rates and help sales teams convert their methodologies into real-world actions.
• Improved selling tools. As sales methodologies evolve, selling tools must be updated to keep pace with seller needs and changing buyer expectations. For example, the iconic Blue Sheet at the heart of the Strategic Selling® sales methodology has been updated to align with perspective-based selling and is now accessible to sales teams via the cloud.

Learn more about why a proven sales methodology is a roadmap to success .

Sales methodology FAQs

What is the definition of sales methodology.

The term “sales methodology” refers to a system of principles and best practices that sales organizations use to achieve a repeatable, scalable, and predictable way of operating. In essence, sales methodology gives your organization a framework for selling.

Why does my organization need a sales methodology?

All sales organizations require a methodology to improve their sales capabilities. Without a proven methodology, it’s impossible to win consistently and predictably, especially in today’s rapidly changing global marketplace.

Are all sales methodologies the same?

No, all sales methodologies are not the same. There’s a big difference between a proven sales methodology that organizations have relied on for more than 40 years (like Strategic Selling®) and less robust methodologies that have only been around for a few years. Many selling fads have come and gone over the years, so it’s important to choose a methodology that has proven successful over decades of business changes and industry disruption.

Isn't sales methodology just another way to describe sales technology?

Sales professionals use a range of technologies to execute their methodologies. However, sales methodology isn’t a solution or technology—it’s a framework that regulates all of the organization’s selling activities. Going forward, the best sales methodologies will use data and analytics to suggest specific actions your sales team can take to improve the odds of a sale.

How can I determine whether my organization's sales methodology is working?

A sound sales methodology works alongside a formal sales process and a universal language that directs your company’s sales activities. If you’re missing any of these elements, it’s unlikely that your methodology will deliver optimal sales improvement. But the best way to gauge the effectiveness of any methodology is to evaluate the results it has achieved for other organizations.

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The 15 Best Sales Methodologies to Drive Growth

William Shakespeare is often referred to as the greatest writer who ever lived. That's what happens when you churn out dramatic masterpieces like the rest of us buy shoes.

One of the bard's most famous works is a theatrical play called Hamlet. At one point in the play, a character named Lord Polonius says, "Though this may be madness, there is a method in it.” And that , my friends, is what we will talk about today.

It doesn't matter what you sell or who you sell it to. If there's no "method to your madness," AKA a proven plan to help you close deals at a consistent clip, you won't succeed.

So, in this article, we'll look at 15 popular sales methodologies.

The goal? To help you decide which one is right for your sales team. Or, more accurately, which elements of each methodology are right. That way, you can combine the ones you like to create a proprietary system that your salespeople can use to close deals faster. Let's go!

Why Your Team Should Adopt a Sales Methodology

The best sales methodologies enable sales organizations to turn goals into actionable steps. Do you want to connect with more decision-makers? Or shorten sales cycles ? Or drive more revenue? The right methodology will help you do it on a regular basis.

Now, don't get me wrong. The "perfect" sales methodology doesn't exist. What works for one business might not work for another. The key is to find the most effective sales methods for your specific company, sales team, and target customers. You might have to blend methodologies to make this happen. But the end result will be more than worth the effort.

Once your sales team adopts a customized sales methodology, you can easily qualify leads , boost close rates, and scale your entire sales process.

15 Sales Methodologies You Can Use to Close More Deals

So, what's your gig? Are you the sales manager at a fancy SaaS startup? The VP of Sales at a well-known enterprise? It doesn't matter. One of the 15 sales methodologies below will help you and your team close more deals , drive more revenue, and achieve more success.

1. Consultative Sales

First up, consultative selling .

This approach to sales was originally designed and pioneered by Mack Hanan in 1970. Since that time, it's been used to earn billions upon billions of dollars.

To succeed with this sales methodology, sales reps need to think of themselves as consultants. Rather than pushing specific products or services at all costs, reps need to ask leads the right questions and then recommend products/services based on their answers.

Ideally, consultative selling will manifest as a partnership between sales professionals and their prospects. The two parties should work together to find a viable solution. This often helps reps build trust , boost their close rates, and capitalize on upsell and cross-sell opportunities .

You should be aware of a few drawbacks to consultative sales. First, it can be a tougher methodology for new reps to use. Also, when implemented correctly, reps may have to leave deals they otherwise would have won to serve the customer better.

2. Solution Selling

Solution selling is the opposite of transactional selling .

Rather than focusing on one-time purchases with short sales cycles, the solution-selling methodology encourages reps to learn about their prospect's needs. They can become true problem solvers and work with potential customers to find viable solutions.

When this happens, reps can build long-term relationships with prospects, often resulting in multiple deals. This makes it an ideal method for B2B sales .

To succeed with solution selling, focus on your solution's benefits rather than the solution itself. Then, maintain flexibility and offer custom solutions when appropriate. Just know that doing so isn't always easy and may extend your sales cycle.

3. Customer-Centric Selling

Customer-centric selling is exactly what it sounds like. Sellers involve potential customers in the entire sales process, making sure their needs are always met.

To do this, sales reps often take on an advisory role. Instead of pushing specific products or services or adhering to strict sales processes, reps modify their approach to suit the specific prospect they're currently talking to.

While this sales methodology is difficult to implement, it can result in win-win scenarios. Customers feel valued and purchase products/services they truly need. Reps make more sales because prioritizing customers' needs often leads to multiple transactions.

4. MEDDIC, NEAT, and BANT Qualification Frameworks

These three sales methodologies will help you nail the qualification process .

How do you know which leads are worth talking to? Try using the MEDDIC, NEAT, or BANT approaches . Each framework empowers reps to pinpoint red-hot leads for their sales teams.

The MEDDIC sales methodology is perfect for enterprise organizations—or any organization, really—that sell complex products and/or services.

The MEDDIC acronym stands for M etrics, E conomic Buyer,  D ecision criteria,  D ecision process,  I dentify pain, and  C hampion. Each letter represents a different stage in the qualification process. Parametric Technology Corporation developed it in the 1990s.

To qualify leads with the MEDDIC approach, ask them a series of questions:

• Metrics: What do you want to accomplish?
• Economic buyer: Who has the power to make buying decisions?
• Decision criteria: How does your company evaluate potential purchases?
• Decision process: What internal approval process is required to make a purchase?
• Identify pain: What problem do you want to solve with this product/service?
• Champion: Who will be my champion for this sale?

MEDDIC gives reps a straightforward process for qualifying leads. That doesn't mean it's easy. In fact, this sales methodology requires a lot of work and premium organizational skills. But reps will never have to wonder, "What should I do next?"

This qualification methodology teaches reps to ask the same types of questions as mentioned above. The acronym stands for B udget, A uthority, N eed, and T imeline.

• Budget: How much is my prospect willing to spend on this solution?
• Authority: Who can pull the trigger and make buying decisions?
• Need: Does my prospect's pain create a true need for the solution(s) I sell?
• Timeline: How long will it realistically take to close a deal with this prospect?

BANT helps reps qualify prospects in a jiff. It's pretty easy to use, but it focuses on the rep's needs more than the prospect's needs, which isn't always ideal.

N.E.A.T selling, sometimes referred to as just NEAT, is another qualification system. The acronym stands for N eed, E conomic impact, A ccess to authority, and T imeline.

To qualify leads with the NEAT approach, ask yourself these four questions:

• Need: What is the main thing my prospect needs?
• Economic impact: How does this need to affect their bottom line?
• Access to authority: Who leads the decision-making process, and can I reach them?
• Timeline: How long will it realistically take to get this deal done?

NEAT was designed to flip the BANT methodology around. Instead of focusing on what the salesperson needs, NEAT helps reps concentrate on what their prospects need.

5. SPIN Selling

Neil Rackham popularized this sales methodology in his book  SPIN Selling.  This methodology helps sales reps diagnose their prospects' problems and develop viable solutions to solve them.

It's based on another acronym: S ituation, P roblem, I mplication, N eed-payoff.

(Side note: if you ever develop your own sales methodology and decide to write a book about it, give it a nifty acronym. That seems to be the key to publishing success. Just sayin'...)

To use the SPIN method , ask prospects questions pertaining to each letter in the acronym. Here are a few examples of questions I might ask when pitching Close:

• Situation: How do you currently track your sales pipeline ? How do you monitor your reps to ensure they're completing the daily tasks you've assigned them?
• Problem: What's the biggest problem you face right now when attempting to track your sales pipeline? What about when you try to track your sales reps?
• Implication: What will happen if you continue to have these tracking problems? Will leads slip through the cracks? Will your sales reps underperform? Will revenue drop?
• Need-payoff: If you could evaluate the health of your sales pipeline at a glance, would it help you achieve your goals? What if you could easily assess rep performance?

These types of questions, AKA relationship builders, will help you get to know your prospects, identify their pain points, and ultimately, sell more products and/or services.

If you have any doubt as to whether SPIN selling works in real-world scenarios, check out the glowing review from Andrew Cussens, Owner of FilmFolk and dedicated SPIN seller:

" SPIN selling has been my most effective sales strategy… Without it, my business would not have survived the COVID pandemic. Thanks to this strategy, my average conversion rate is now two-three times higher than it was at the start of 2020. "

6. Hunter-Farmer Sales Model

The hunter-farmer sales model requires sales leaders to split their sales teams into two distinct groups: hunters and farmers. Hunters work to bring in and convert new leads, while farmers build strong relationships with current customers to cultivate higher-value deals.

Hunters generally spend their days researching their target markets, cold calling and emailing quality prospects, running product demos, and negotiating prices. The farmer's job includes onboarding new customers, running account reviews, teaching customers about new features/products, and looking for upsell opportunities.

If you decide to use the hunter-farmer methodology to boost your selling process, make sure you match reps to the jobs they're best suited to. This will allow each team member to shine.

7. The Challenger Sale

Matthew Dixon and Brent Adamson wrote the book  The Challenger Sale: Taking Control of the Customer Conversation . It was a hit, and a new sales method was born.

To use the challenger sales methodology , your reps will need to deliver valuable information to prospects—valuable information that challenges their status quo. The idea is to get prospects to think outside the boxes they've built around themselves.

Modern consumers conduct a ton of research before buying. As such, they often know the ins and outs of a product or service before they talk to sales reps.

Challenger sales can work because they enable reps to earn the respect and trust of their target markets through previously unknown details. Unfortunately, this method can also propel reps to become overly aggressive and scare potential sales away. Use it with caution.

8. Inbound Selling

The inbound sales methodology is all about bringing quality prospects to you .

By creating SEO-optimized blog posts, downloadable ebooks and white papers, must-see webinars, and other forms of content, companies can attract potential consumers. They can then engage them in sales conversations and attempt to close deals.

One of the best things about inbound sales is that it eliminates the "sleazy salesman" vibe. Prospects engage with companies because they want to, not because they're forced to. This automatically builds trust between companies and the target markets they want to reach.

The downside to inbound sales is all the work involved in creating content. In most situations, sales must work closely with marketing to achieve success with this methodology.

Generally speaking, successful companies use inbound and outbound sales strategies .

9. Outbound Sales

Outbound sales is the opposite of inside sales.

Instead of drawing potential customers in with valuable content, sales reps build outreach campaigns to meet their target markets where they already are.

Sales teams can implement an outbound sales strategy using various tactics, including sales calls and cold emails. Our article provides a comprehensive guide on  outbound sales tools .

Done right, outbound sales can be incredibly effective. It allows reps to target specific people, get immediate feedback on their  sales strategy , and speed up the sales cycle. Unfortunately, it's a lot more expensive than inbound sales. It can also annoy potential customers who don't want to be contacted and potentially ruin future sales opportunities.

10. SNAP Selling

Oh, look, another acronym!

SNAP selling is a popular sales methodology that was outlined by Jill Konrath in her book, " SNAP Selling: Speed Up Sales and Win More Business With Today's Frazzled Customers ."

Here's the general idea: Your customers are super busy. They don't want to waste time on long sales cycles. When they talk to sales reps, they want to get to the point ASAP.

SNAP selling helps make this a reality. The acronym stands for S imple, I nvaluable, A lign, and P riority. Let's take a closer look at each of these core principles:

• Simple: Make the sales process easy by only offering essential information
• Invaluable: Prove your expertise and become a trusted advisor to your prospects
• Align: Ensure you are aligned with your prospects to encourage them to buy from you
• Priority: Understand what your prospect wants to focus on and concentrate on that

If your target market is often underwhelmed, just trying to keep their heads above the water, consider implementing the SNAP selling methodology to see if it helps you close more deals.

11. Target Account Selling (TAS)

Target account selling , sometimes referred to as account-based selling , is a B2B sales strategy that enables sales reps to easily identify quality prospects.

It doesn't matter if you're looking for specific deal values, need to match potential customers to your buyer personas, or something else. The TAS methodology will help you identify prospects who meet your predetermined criteria and deliver a personalized buying process.

This results in much  higher close rates than other sales methodologies. As a bonus, sales teams can use the automation tech in their CRM of choice to pinpoint leads on autopilot.

Just know that your team will have to put in more effort upfront to ensure they only talk to potential buyers, and your sales training regimen will need to reflect this.

12. Value Selling

When sales reps use the value selling framework , they focus on the measurable value their prospects will achieve once they purchase the rep's products/services.

Would you rather buy something that will "save your company money" or "save your company $10,000 a year?" That's the power of value selling. It helps prospects put a dollar value to their problems, which makes the proposed solutions much more appealing.

Value selling is especially popular in SaaS sales but can work in other industries, too. Those who use it just have to ensure their lead qualification game is up to snuff.

Psst... Need more successful lead conversions? Dive into our guide on MQL vs. SQL .

13. Insight Selling

Insight selling is another sales methodology you can use.

To succeed with this strategy, your reps must view themselves as educators, simplifying the vast amount of information that prospects find online into digestible pieces. When this happens, prospects are empowered to make buying decisions with confidence.

Where do these insights come from, you ask? Mostly from the hundreds, if not thousands of sales conversations that your reps have had in the past. Because of this, insight selling may be best for experienced sales teams who know their industries inside and out.

If you manage a team of hard workers who truly understand the potential problems their ideal customers face—and can communicate solutions in simple terms—insight selling might work.

14. Sandler Selling System

In 1967, David Sandler developed the Sandler Sales Methodology . Guess what—the system still works all these years later.

Like many of the other methodologies we've looked at today, the goal of the Sandler Selling approach is to meet the customer's needs , not make sales at any cost.

More than that, reps that use this method are asked to qualify prospects appropriately, then build legitimate relationships with them that naturally lead to sales.

To implement the Sandler system, guide prospects through a seven-step process:

• Build rapport
• Establish roles
• Understand needs
• Figure out the budget
• Learn the buying process
• Propose a potential solution
• Seal the deal

If your reps successfully guide prospects through these seven steps, they'll improve their sales performance and earn bigger commission checks from all the extra sales they make.

15. Conceptual Selling

Last but certainly not least, there's the conceptual selling method.

Robert Miller and Stephen Heiman designed this sales methodology and explained it in their books  Conceptual Selling  and  The New Conceptual Selling , respectively.

Here's the big idea: Customers don't buy products and services—they buy solutions. The sales rep's job is to help prospects conceptualize their product/service as a legitimate solution to whatever problem they're currently facing. Do that, and sales will start rolling in.

To make this happen, reps need to ask different types of questions:

• Confirmation questions: To ensure they understand the current information
• New information questions: To learn what their prospects think of their product/service
• Attitude questions: To learn about prospects on a personal level
• Commitment questions: To understand how invested the prospect is in the project they're working on
• Basic issue questions: To raise potential problems

Conceptual selling requires every sale to be a win-win scenario . Both sellers and prospects should be happy with the process. As such, this sales methodology often leads to high customer satisfaction scores and repeat sales.

The key to a successful sales strategy often lies in blending elements from various methodologies. For example, merging the client-focused approach of Customer-Centric Selling with the structured framework of BANT can lead to a more nuanced and effective sales process. This concept of methodological synergy aligns with innovative strategies like the waterfall methodology . Understanding and applying this synergy can significantly elevate your sales team's performance.

How to Build Your Own Sales Methodology

As mentioned earlier, there isn't one "best" sales methodology. They all have their merits.

Instead of settling on one strategy and following it to the next, I suggest blending them to create a unique selling approach customized to your team's needs.

These five tips will help you create an exclusive sales process that works like gangbusters!

Know Your Ideal Customer Profile

Do you know who your ideal customers are? You should!

Take time to study your target market. Get to know them better than your family, friends, barber—whoever you share your deepest darkest secrets with.

Then, synthesize all of the information you collect into a few buyer personas. Doing so will help you connect with quality leads more often, identify their pain points in less time, and close more deals than before. After all, you'll know so much about them from the start.

Clearly Define Your Sales Process

To be clear, a sales methodology and a sales process aren't quite the same thing.

A sales methodology is a philosophy or rules that inform a sales team's approach to closing deals. On the other hand, a sales process is a list of steps that sales reps follow to guide prospects through the buyer’s journey. Both are important.

When implementing your own sales methodology, account for your sales process—or the sales process you want to have. Once your process is defined, you can choose a methodology (or methodologies , in many cases) to complement it.

Combine Your Favorite Sales Methods

Now, it's time to combine your favorite sales methodologies into one unique system.

Maybe the NEAT qualification system speaks to you. Maybe you serve a busy target base who would respond well to SNAP principles. And maybe you have the in-house resources to succeed with inbound sales. Mash it all together, and… BOOM!

Pretty cool, right? Just don't forget to train your reps to use the proprietary sales methodology you've just created. It will only work if it's implemented the right way.

Get Feedback from Your Sales Team

Once you've implemented your super awesome, customized sales method, ask your team what they think. Do they dig it? Do they think it can be improved?

Take their opinions seriously and adjust your approach to sales until you get it right.

Oh, and don't forget about cold, hard data. Feedback and personal anecdotes are important, but you need to make sure the system you choose helps you achieve bonafide success.

You can only do this by evaluating the  KPIs and metrics  that matter most to your department. Doing so will help you decide whether your sales method is a keeper or not.

Aim for Simplicity

Finally, do your best to keep it simple. Combining sales methodologies is all well and good—unless the system you develop is so complicated that your reps can't use it.

Sales is hard enough. Don't make it harder with a complex methodology that requires a degree in rocket science to understand and execute.

Create the Right Sales Methodology for Your Team

Your company's sales methodology is important. Fortunately, you don't have to choose a random method and hope for the best. You can combine elements from multiple methods to create a proprietary system that helps your sales team close deals consistently.

Do you know what else will help you close deals? A quality CRM solution like Close.

Use our platform to organize your leads, supercharge your calling efforts, build automated email campaigns, and otherwise improve your sales process.

Sign up for your free 14-day trial of Close to see if it's the right CRM for your sales team!

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