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A sales framework, often called a qualification framework, is a set of predefined criteria that help sales reps qualify and disqualify leads in the sales process. It also helps provide the alignment needed to clearly understand how to progress a deal across the pipeline.
Sales frameworks should be broken down by topic and revisited at various stages of the deal. This improves a seller’s productivity, saves time, and creates a structure that increases conversion.
Sales analysis refers to gathering and dissecting sales criteria and data to identify trends and patterns in sales performance and outcomes.
An ideal sales framework includes defined outcomes, a logic model, an evidence list, and key performance indicators (KPIs). A good sales framework should also be aligned with your particular selling motion and the granularities of your company’s ideal customer profile.
A sales model one company uses may not be the right one for you. Popular sales models and frameworks include BANT, MEDDICC, SPIN, NEAT, SNAP, and Challenger.Pod analyzes all interactions to measure the sentiment of each stakeholder and how it’s been trending over time.
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