Methodologies Overview

A tour of the seven methodologies every rep should know.

Why methodologies matter

A sales methodology is a repeatable framework for how you sell. It's not a script; it's a way of thinking about the deal. Great reps mix and match — SPIN for discovery questions, MEDDIC for qualification, Challenger for reframing, Sandler for objection handling. Learn each, then blend.

The seven you should know

• SPIN Selling — a discovery question framework built on Situation, Problem, Implication, Need-Payoff.
• BANT — the classic (and often criticized) qualification checklist: Budget, Authority, Need, Timeline.
• MEDDIC / MEDDICC — the modern enterprise qualification standard.
• Challenger Sale — teach the buyer something new, tailor to their world, and take control of the conversation.
• Sandler Selling — upfront contracts, pain funnels, and disqualifying early.
• GAP Selling — quantify the gap between current and desired state.
• Value Selling — sell business outcomes measured in dollars, not features.

How to choose

Short cycles (SMB, high volume): BANT plus SPIN is usually enough. Mid-market: SPIN for discovery, MEDDIC for qualification, Challenger for reframing. Enterprise: MEDDICC end-to-end, backed by Value Selling for the business case.