Sales methodologies and program design
Step 1 / 4·Three methodologies and where each fits
0/4 steps done
Learning objectives — after this module you will:
- Distinguish the common sales methodologies and when to use each
- Standardise on one methodology rather than teaching a mixture
- Design a development program using 70-20-10
Three methodologies and where each fits
Choose the methodology that fits your business model.
There are dozens of named sales methodologies, but most orbit three schools. A common mistake is teaching a mixture — leaving the sales team without a shared language and everyone working differently.
Three methodologies and their fit
| Methodology | Core idea | Fits when |
|---|---|---|
| SPIN Selling | Lead with four question types: Situation – Problem – Implication – Need-payoff, so the client realises the scale of their own problem | Solution selling where clients aren't fully aware of their problem |
| Challenger Sale | Teach the client a new perspective on their business, actively reframing the need rather than just responding to it | Competitive markets where clients know their need and are comparing on price |
| MEDDIC / MEDDPICC | An opportunity QUALIFICATION frame: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion | Complex B2B, large deals, multiple decision-makers |
MEDDIC isn't a selling method — it's a filter
A common confusion is treating MEDDIC as a way to sell. It's actually a QUALIFICATION frame — helping sellers see which opportunities deserve their time and which are missing critical information. It complements SPIN or Challenger rather than replacing them.
Pick ONE and standardise
A methodology's biggest value isn't being more 'correct' than another — it's the SHARED LANGUAGE it creates: managers coaching with the same concepts, CRM recorded the same way, new joiners learning one system instead of three. Pick the one that fits your model and standardise everything around it.
Key takeaway: SPIN for solution selling, Challenger for competitive markets, MEDDIC to qualify — pick one and standardise.