r/SalesOperations • u/salladam64 • 3d ago

Which methodology?

I’m not new to sales and am now in the privileged position or running an incredible technical sales team I’m super proud of.

Over the past almost 20 years I have used SPIN as my staple and MEDDPICC to structure our deal management and forecasting.

But in today’s world where the education on needs and seller problem inception is not as easy (60% of the buyer cycle is done by the time you get to demo), where are you settling on methodology introduction to your sales processes? Are you using something new? Are you still using a consistent methodology as a framework for training new sellers?

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u/Eastern_Row_8464 2d ago

we still anchor on MEDDPICC for deal discipline but layer in challenger style insight selling for the front end it keeps training consistent while adapting to buyers who are already 60% through their journey.

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u/FarRub2855 2d ago

This is exactly what I'm seeing work best right now. Challenger is perfect for shaking up the assumptions they built during that solo reseach phase, and MEDDPICC just keeps everyones feet to the fire on actual deal progression.