Sales Methodologies
The 11 sales methodologies most commonly taught and required in B2B sales hiring in 2026. Each guide covers definition, framework, real-world example, and comparison to other frameworks.
MEDDIC is a six-element qualification framework: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion.
MEDDPICC adds two letters to MEDDIC: Paper Process and Competition. Eight total elements: Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Pr
BANT is a four-element framework: Budget, Authority, Need, and Timeline. The simplest qualification model in widespread use.
CHAMP is a four-element framework: Challenges, Authority, Money, and Prioritization. Reframes BANT around the buyer's problem rather than the seller's qualifica
Sandler is a seven-step sales methodology built around upfront contracts, pain discovery, and disqualification before product discussion. Treats qualification a
The Challenger Sale identifies five seller profiles (Hard Worker, Relationship Builder, Lone Wolf, Reactive Problem Solver, Challenger) and argues that Challeng
SPIN is a discovery-question framework: Situation, Problem, Implication, Need-payoff. Argues that successful complex sales hinge on asking the right questions i
Solution Selling repositions the seller from feature pitcher to business problem solver. The framework anchors every sales conversation in the buyer's pain and
GPCT (Goals, Plans, Challenges, Timeline) is HubSpot's qualification framework built around the buyer's strategic context rather than the seller's qualification
SNAP Selling is built for selling to overwhelmed, time-pressed buyers. Four principles: keep it Simple, be iNvaluable, always Align, and raise Priorities.
Target Account Selling is a structured methodology for managing complex enterprise deals across a defined target account list. Combines account planning, opport