Let's face it—choosing a sales framework can feel like picking a Netflix show when you've got 30 minutes before bed. Too many options, too little time! But just like finding that perfect show, the right sales framework can make your team's life easier and your customers happier.
Today, we're breaking down four heavy-hitters in the sales methodology world. No fancy jargon—just practical insights about which framework might be your sales team's perfect match. Whether you're hunting enterprise whales or growing your SMB customer base, there's a framework here with your name on it.
Ready to find your sales soulmate? Let's dive in!
What Is It? BANT stands for Budget, Authority, Need, and Timeline. Created by IBM back in the '60s (yep, it's that classic), BANT helps reps qualify prospects by checking four simple boxes.
How It Works:
Best For: BANT shines in straightforward sales cycles where decisions are made quickly and buyers know what they want. It's the perfect starter framework for:
When It Falls Short: BANT starts showing its age when dealing with complex buying committees or long sales cycles. In today's world where purchase decisions often involve 6-10 stakeholders, the "Authority" piece can be tricky—there rarely is just one decision-maker anymore.
Real Talk: BANT is like that reliable family sedan—not flashy, but it gets you where you need to go. It's simple enough for new reps to grasp quickly but structured enough to keep conversations on track. If your sales process isn't overly complex, BANT might be all you need.
What Is It? The Sandler Selling System flips traditional sales on its head. Instead of pushing products, Sandler focuses on building relationships and qualifying hard early so reps don't waste time on prospects who'll never close.
How It Works: Sandler uses a "submarine" approach with three key phases:
The full Sandler process includes these steps:
Best For: Sandler is perfect for:
When It Falls Short: Sandler requires significant training and buy-in. It's not a quick fix—it's a complete sales philosophy. Some reps may struggle with its non-traditional approach, especially if they're used to feature-dumping.
Real Talk: Sandler is like switching from fast food to home cooking—more effort, but the results are worth it. Companies that embrace Sandler often see higher close rates and better customer relationships, but it takes commitment. If you're willing to invest in your team's development, Sandler can transform your sales culture.
What Is It? SPICED (created by Winning By Design) stands for Situation, Pain, Impact, Critical Event, and Decision. It's a modern framework designed for today's complex B2B sales environments where multiple stakeholders and competing priorities are the norm.
How It Works:
Best For: SPICED works wonderfully for:
When It Falls Short: SPICED requires reps to have solid business acumen and financial literacy to effectively quantify impact. It's not ideal for transactional sales or when selling to small businesses with simple decision processes.
Real Talk: SPICED is like the trendy new restaurant everyone's talking about—and for good reason. It addresses many of BANT's shortcomings by focusing on business impact and decision processes rather than just budget and authority. If your team sells complex solutions to sophisticated buyers, SPICED gives you a structured way to navigate those waters.
What Is It? MEDDPIC (sometimes MEDDICC or MEDDPICC) stands for Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, and Paper Process. It was developed at PTC in the 1990s specifically for enterprise sales.
How It Works:
Best For: MEDDPIC is the enterprise sales heavyweight, perfect for:
When It Falls Short: MEDDPIC can be overkill for simpler sales or SMB environments. Its complexity requires thorough training and disciplined execution. For small teams or straightforward products, MEDDPIC might add unnecessary steps.
Real Talk: MEDDPIC is like a high-end espresso machine—complex at first glance, but producing exceptional results when used correctly. It forces sales teams to dig deeper than any other framework, leaving no stone unturned in the qualification process. For teams regularly closing six or seven-figure deals, the structured approach of MEDDPIC provides guardrails that prevent critical details from slipping through the cracks.
Let's put these frameworks head-to-head across key dimensions:
Complexity of Implementation:
Best Deal Size:
Training Investment Required:
Focus on Relationship Building:
Choose BANT if:
Choose SANDLER if:
Choose SPICED if:
Choose MEDDPIC if:
Here's a little secret the sales training industry doesn't want you to know: these frameworks aren't mutually exclusive. Many successful sales teams cherry-pick the best elements from each to create their custom playbook.
For example:
The key is finding what resonates with your team and your customers, then building processes that support those elements.
Let's get real—most sales framework implementations fail. Here's why:
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Ready to see how Revenue Amp can transform your sales process from "should do" to "actually done"? Let's talk about integrating the perfect framework into your HubSpot CRM and watching those conversion rates—and your revenue—take off.