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Sales frameworks provide a structured approach to the sales process and can help drive a more effective and efficient sales process.
Deciding which sales framework is best for you depends on a variety of factors, including your product or service, your target market, and your sales goals.
There are a multitude of sales frameworks and methodologies. A few common ones are BANT, MEDDPICC (or variations such as MEDDIC), and Challenger. These methodologies vary in their approach and qualifications and are often used for different sales processes.
BANT
BANT is a sales qualification framework that stands for Budget, Authority, Need, and Timeline. This framework helps salespeople determine whether a potential customer is a good fit for their product or service. The four criteria of BANT are:
MEDDPICC
MEDDPICC is a sales framework that stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, and Competition. This framework is commonly used for complex sales cycles with multiple stakeholders. The eight criteria of MEDDPICC are:
Some teams choose to use variations of MEDDPICC, for example MEDDIC which omits the identified pain and competition criteria, if it's not relevant to the closing process and could cause unnecessary drag in the sales cycle.
Challenger
The Challenger Sale is a sales methodology that focuses on challenging the customer's assumptions and helping them see their problems in a new way. The goal is to position the salesperson as a trusted advisor who can help the customer solve their problems. The Challenger framework consists of five steps:
Meetingflow is built to support any sales framework. There are 3 main themes when considering how to implement a sales framework into the meeting workflow.
Orienting meeting plans around a framework
In order to drive consistency and integrate the framework into every meeting, create meeting plan templates customized for different stages of the deal. Let's say a sales process uses BANT framework, where an SDR qualifies need and timing in the first call, where an AE is then brought in to further assess budget and authority; different meeting plan templates can keep this conversation seamless as it progresses and changes hands and reps stay focused on the right outcomes for that stage. Learn more about templates.
Collecting sales framework qualifications
Qualifications are the underpinnings of a sales framework, and it's essential to capture them in a CRM for sales efficiency analyses, accurate pipeline forecasting, and deal intelligence. With Meetingflow, reps can quickly access deal fields (including custom CRM fields!) for one click updating. This makes updating opportunity fields both comprehensive and fast, ensuring all appropriate fields are kept updated. Learn more about CRM updates.
Understanding additional meeting context
Opportunity fields are important, but that's not the full story from the meeting. Templates can be leveraged to guide reps on how to structure their meeting notes, with formatting retained, for meeting detail that is organized and understandable.