Issue 4 - Does One Framework Fit All?

This week’s edition: Identifying the framework that takes your deals from new opp to closed-won, plus the headlines you need to know about, and our latest integration.

MEDDPICC, SPIN, BANT: Which framework gets you the guaranteed deal conversion?

Spoiler alert: It’s all of them. Or none of them. In his article ABM Unleashed: the MEDDIC, SPIN, and BANT Combo, Patrick Rea details why you need to take the a little of each, to get the outcome you want. And we agree, and not just when it comes to ABM.

Joe, the top-performer on your team might not use the exact same strategy as Linda, another top-performer. And their strategies may differ from Bob’s, Parvin’s, and Hua’s. It’s because every seller develops their own style to do their best work.

But just because you have your own style, it doesn’t mean it’s an excuse to let your qualification data fall through the tracks. A customized methodology does not equal a cut-corner framework. Here’s what we’d recommend you take from each sales strategy.

MEDDPICC

MEDDPICC: Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, and Competition

Best for: Complex B2B and enterprise sales environments.

What we recommend you take from it:

• Metrics - Identify the KPI’s the prospect uses to measure success.
• Economic Buyer - Identify who has the financial authority.
• Decision Process - Identify steps in the buying process.
• Competition - Which competitor products is your prospect testing?

SPIN

SPIN: Situation, Problem, Implication, and Need-payoff

Best for: High-price, complex sales processes. Sales reps need to act as trustworthy consultants on top of selling.

What we’d recommend you take from it:

• Situation - Get the background context of your client’s day-to-day.
• Problem - Which core issues can your product solve?
• Implication - Quantify the outcome if they don’t purchase your product.

BANT

BANT: Budget, Authority, Need, and Timeline.

Best for: Quick qualification for SDRs BDRs and AEs.

What we’d recommend you take from it:

• Budget - Ask your prospect what they’re expecting to spend.
• Timeline - Ask what the time crunch looks like (if there is one).

Some methodologies are more consultative-centric, and some are more traditional. Some of the criteria overlap, and some are uniquely advantageous. Build your framework with your product, your style, and your sales strategies in mind.

Implement your custom methodology with Pod's Framework Analysis

At Pod, we’ve developed a new feature, Framework Analysis, to perfectly suit the methodology that your team already uses. Whether you've got an older, tried-and-true methodology in place, or a custom franken-framework, Pod helps bring it to life. Here’s the rundown on how it helps.

Pod learns from your customer interactions like calls, emails, and notes, to help sellers identify what is (and what isn't) discussed already in the deal. Use this feature to identify gaps, solidify your processes, and ramp up your team quickly.

Framework Analysis also makes a cleaner knowledge transfer between departments like Customer Success. Client pass-off has never been more clear.

Bite-sized stories

Headlines of the week:

• Google taps nuclear energy for AI
  
  
• Microsoft’s AI research VP joins OpenAI amid fight for top AI talent
  
  
• Nobel prizes for AI: Do scientists need the tech industry?

Pod & Gong: The integration that does it all

Are you a Gong fan, and you wish you could use the top notch transcription capabilities in your Pod workspace? Now you can! Get connected with this handy article today.

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