Sales Methodologies

GTM Motion

Funnel Stage

Buyer Intent Level

Value Selling Framework

The Value Selling Framework is a comprehensive methodology that aligns solution capabilities with quantifiable business outcomes. By implementing this structured approach to value discovery, quantification, and demonstration, sales professionals can shift conversations from cost to return, connect with executive priorities, and significantly improve both win rates and price resilience in complex B2B environments.

Framework Type

Value Selling,

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

Value Pyramid

The Value Pyramid is a structured framework that organizes solution benefits into ascending levels of strategic importance. By implementing this progressive approach to value articulation, sales professionals can elevate conversations beyond features, connect with diverse stakeholder priorities, and significantly improve both competitive differentiation and price resilience in complex B2B sales environments.

Framework Type

Value Selling,

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

Trusted Advisor Selling

Trusted Advisor Selling is a strategic methodology that transforms sales professionals from vendors to recognized experts and strategic partners. By implementing approaches focused on deep business understanding, insight delivery, and objective guidance, organizations can establish elevated relationships, reduce competitive pressure, and significantly improve both win rates and customer lifetime value.

Framework Type

Deal Complexity

GTM Motion

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Buyer Intent Level

Trust-based Selling

Trust-Based Selling is a relationship-centered methodology that prioritizes credibility, authenticity, and customer interests over transactional outcomes. By implementing this approach focused on transparency, expertise, and genuine problem-solving, sales professionals can establish deeper connections, reduce resistance, and significantly improve both win rates and long-term relationship value.

Framework Type

Deal Complexity

GTM Motion

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Buyer Intent Level

Triangle Selling System

The Triangle Selling System is a balanced sales methodology that aligns three critical elements—relationship development, solution expertise, and strategic process—to create comprehensive sales effectiveness. By implementing this multidimensional approach, sales professionals can avoid overreliance on any single element, create more consistent performance, and significantly improve success rates across diverse customer and competitive scenarios.

Framework Type

Deal Complexity

GTM Motion

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Buyer Intent Level

Trial Close

The Trial Close is a consultative technique that tests prospect alignment and decision readiness through strategic temperature-checking questions. By implementing this non-pressuring approach throughout the sales process, professionals can gauge interest, identify objections early, and significantly improve overall conversion rates by addressing concerns before formal commitment requests.

Framework Type

Deal Complexity

GTM Motion

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Buyer Intent Level

The Takeaway Close

The Takeaway Close is a strategic sales technique that creates urgency by introducing the potential removal of value elements or opportunities. By implementing this psychological approach at appropriate moments, sales professionals can reestablish priority, overcome decision hesitation, and significantly improve conversion rates for qualified opportunities showing interest but lacking commitment momentum.

Framework Type

Deal Complexity

GTM Motion

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Buyer Intent Level

The Summary Close

The Summary Close is a structured sales technique that consolidates key discussion points, established value, and agreed-upon next steps to facilitate natural decision progression. By implementing this comprehensive recapitulation approach at critical conversation milestones, sales professionals can create decision clarity, confirm shared understanding, and significantly improve conversion rates in complex B2B sales environments.

Framework Type

Deal Complexity

GTM Motion

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Buyer Intent Level

The Sharp Angle Close

The Sharp Angle Close is a strategic negotiation technique that converts customer requests into decision commitment opportunities. By implementing this structured response approach to concession requests, sales professionals can maintain value while creating momentum, establish natural reciprocity, and significantly improve conversion rates in competitive sales environments.

Framework Type

Deal Complexity

GTM Motion

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The Science Of Selling

The Science of Selling is a research-backed methodology that applies neuroscience, behavioral economics, and psychology to the sales process. By implementing evidence-based techniques for communication, decision facilitation, and influence, sales professionals can align with how customers naturally make decisions, overcome cognitive biases, and significantly improve conversion rates in complex B2B environments.

Framework Type

Deal Complexity

GTM Motion

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Buyer Intent Level

The Sales Acceleration Formula

The Sales Acceleration Formula is a comprehensive methodology that creates predictable revenue growth through data-driven hiring, training, management, and demand generation. By implementing systematic approaches to each revenue function, organizations can build scalable sales operations, reduce performance variation, and significantly improve both growth rate and forecasting accuracy.

Framework Type

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

The Bowtie Model

The Bowtie Model is a customer journey framework that ensures seamless transition from pre-sale engagement to post-sale success. By implementing coordinated handoffs, shared knowledge transfer, and aligned metrics between sales and customer success teams, organizations can create consistent experiences, reduce implementation challenges, and significantly improve retention and expansion rates.

Framework Type

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

The Assumptive Close

The Assumptive Close is a strategic sales technique that creates forward momentum by proceeding as if agreement has already been established. By implementing this approach thoughtfully after proper validation, sales professionals can reduce decision hesitation, maintain positive momentum, and significantly improve conversion rates for well-qualified opportunities.

Framework Type

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

The 5 Why's

The 5 Why's is an iterative questioning technique that identifies the root causes of customer challenges by repeatedly asking "why" to penetrate beyond surface symptoms. By implementing this systematic approach to problem exploration, sales professionals can uncover deeper needs, develop more targeted solutions, and significantly improve both win rates and implementation success in complex B2B environments.

Framework Type

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

The 4 Ps Of Negotiation

The 4 Ps of Negotiation is a comprehensive framework that structures business negotiations through four essential dimensions: Preparation, Process, Power, and People. By implementing this systematic approach, sales professionals can conduct more strategic discussions, create mutual value, and significantly improve both agreement rates and relationship quality in complex B2B transactions.

Framework Type

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

Ted Questions

TED Questions is a focused discovery framework that uses Tell, Explain, and Describe prompts to elicit comprehensive information from prospects. By implementing this structured approach to inquiry, sales professionals can uncover deeper insights, create more meaningful conversations, and significantly improve needs assessment in complex sales environments.

Framework Type

Deal Complexity

GTM Motion

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Buyer Intent Level

Team Selling Model

The Team Selling Model is a collaborative sales approach that leverages multiple specialists to address sophisticated customer requirements. By implementing structured role definition, coordinated engagement, and unified messaging, organizations can present comprehensive expertise, build deeper relationships, and significantly improve win rates for complex B2B opportunities.

Framework Type

General Sales Process,

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

Tas (target Account Selling)

Target Account Selling (TAS) is a comprehensive methodology for winning complex sales opportunities through systematic account qualification, stakeholder mapping, and competitive positioning. By implementing structured approaches to opportunity assessment and strategic planning, sales teams can focus resources on high-potential deals, build broader organizational relationships, and significantly improve win rates for enterprise opportunities.

Framework Type

Deal Complexity

GTM Motion

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Strategic Selling

Strategic Selling is a comprehensive methodology for managing complex B2B sales opportunities involving multiple stakeholders and decision factors. By implementing systematic approaches to account mapping, buying influence analysis, and action planning, sales teams can navigate complicated deal environments, reduce surprises, and significantly improve win rates for high-value opportunities.

Framework Type

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

Storybrand Framework

The StoryBrand Framework is a narrative-based messaging methodology that positions customers as heroes in their own journey, with your solution as the guide that helps them overcome challenges. By implementing this seven-part storytelling structure, organizations can create clearer, more compelling sales messages that resonate with prospects, differentiate from competitors, and significantly improve engagement and conversion rates.

Framework Type

General Sales Process,

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

Spin Selling

SPIN Selling is a consultative sales methodology that uses a structured questioning sequence—Situation, Problem, Implication, Need-payoff—to guide prospects through progressive discovery. By implementing this systematic approach to problem exploration and solution development, sales professionals can uncover deeper needs, build stronger value connections, and significantly improve success rates in complex B2B sales environments.

Framework Type

Discovery

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

Spar Framework

The SPAR Framework is a structured objection handling methodology that transforms sales resistance into opportunities for deeper engagement. By following a four-step process—Situation, Problem, Answer, Resolution—sales professionals can address concerns systematically, maintain momentum, and significantly improve conversion rates in complex sales scenarios.

Framework Type

General Sales Process,

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

Solution Selling

Solution Selling is a consultative methodology that focuses on addressing customer business problems rather than promoting product features. By implementing a structured approach to pain discovery, impact exploration, and value-based positioning, sales professionals can establish trusted advisor status, overcome price sensitivity, and significantly improve win rates in complex B2B environments.

Framework Type

Deal Complexity

GTM Motion

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Buyer Intent Level

Solution Engineering Sales

Solution Engineering Sales is a specialized methodology that combines deep technical expertise with strategic business acumen to sell complex solutions. By implementing structured approaches for technical discovery, value demonstration, and customer success planning, organizations can establish trusted advisor relationships, differentiate from competitors, and significantly improve win rates for sophisticated offerings.

Framework Type

Deal Complexity

GTM Motion

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Buyer Intent Level

Socratic Selling

Socratic Selling is a consultative methodology that uses strategic questioning to guide prospects to their own conclusions about needs and solutions. By implementing disciplined inquiry techniques rather than persuasion tactics, sales professionals can uncover deeper insights, build stronger trust, and significantly improve conversion rates on complex B2B opportunities.

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Deal Complexity

GTM Motion

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Siriusdecisions Model

The SiriusDecisions Model is a comprehensive business framework that aligns marketing, sales, and product functions through synchronized processes, shared metrics, and coordinated planning. By implementing this integrated approach, organizations can eliminate functional silos, optimize the entire revenue engine, and significantly improve growth efficiency.

Framework Type

Deal Complexity

GTM Motion

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Buyer Intent Level

SCOTSMAN

SCOTSMAN is a comprehensive qualification framework that helps sales teams evaluate opportunities through seven critical dimensions: Solution, Competition, Originality, Timescale, Size, Money, and Authority. By systematically assessing these factors, organizations can focus resources on high-potential deals, avoid wasted effort, and significantly improve win rates.

Framework Type

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

Sales Process Engineering

Sales Process Engineering is a systematic methodology that applies data analysis, workflow optimization, and scientific principles to sales operations. By treating sales as a measurable business process rather than just a relationship activity, organizations can identify inefficiencies, standardize effective practices, and significantly improve conversion rates and revenue predictability.

Framework Type

Deal Complexity

GTM Motion

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Red-yellow-green Pipeline

The Red-Yellow-Green Pipeline methodology is a visual opportunity management system that categorizes deals based on progress status and health indicators. By implementing this color-coded approach, sales teams gain immediate pipeline visibility, enabling more effective resource allocation and improved forecast accuracy.

Framework Type

Deal Complexity

GTM Motion

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Buyer Intent Level

Reason Model

The REASON Model is a structured objection handling methodology that transforms sales resistance into opportunities for deeper engagement and value demonstration. By following a systematic six-step approach to addressing concerns, sales professionals can maintain momentum, strengthen relationships, and significantly improve conversion rates on complex B2B opportunities.

Framework Type

Deal Complexity

GTM Motion

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Buyer Intent Level

Product-led Sales (pls)

Product-Led Sales (PLS) is a strategic sales methodology that leverages product usage data and user engagement patterns to identify expansion opportunities, prioritize outreach, and create personalized enterprise selling motions. By combining self-service adoption with targeted sales interventions based on product-qualified leads, organizations accelerate growth through more efficient customer acquisition and expansion.

Framework Type

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

Proactive Selling

ProActive Selling is a comprehensive sales methodology that shifts control of the buying process from prospect to seller through strategic buyer engagement techniques, milestone management, and deliberate sales process navigation. By implementing structured frameworks that anticipate buyer behavior and guide customer journeys, sales professionals can accelerate decisions, reduce uncertainty, and significantly improve conversion rates.

Framework Type

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

Ben Franklin Close

The Ben Franklin Close is a time-tested decision facilitation technique that helps prospects evaluate purchase decisions by systematically comparing benefits and concerns. By creating a balanced analysis framework that addresses both rational and emotional factors, sales professionals using this approach increase close rates by 31% and reduce decision paralysis by 42% in complex B2B scenarios.

Framework Type

Deal Complexity

GTM Motion

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Buyer Intent Level

Awareness–Consideration–Decision (ACD)

The Awareness–Consideration–Decision (ACD) framework is a strategic approach that maps the modern buying journey across three distinct cognitive phases. By aligning sales and marketing activities to these specific mental states, organizations implementing ACD increase conversion rates by 37% and reduce customer acquisition costs by 32%.

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Deal Complexity

GTM Motion

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Awareness → Activation → Adoption

The Awareness → Activation → Adoption framework is a strategic approach that maps the customer journey across three critical transition phases. By systematically guiding prospects through increasing levels of engagement and value realization, organizations implementing this methodology increase conversion rates by 42% and customer lifetime value by 38%.

Framework Type

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

ANUM

ANUM (Authority, Need, Urgency, Money) is a strategic qualification framework that reprioritizes traditional criteria to focus on decision authority first. By reversing BANT's approach, sales teams using ANUM increase qualification accuracy by 41% and reduce time spent on unqualified opportunities by 37%, aligning perfectly with modern B2B buying dynamics.

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Deal Complexity

GTM Motion

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AIDA

AIDA (Attention, Interest, Desire, Action) is a strategic framework that maps the customer's psychological progression from initial awareness to purchase decision. By structuring sales and marketing activities to align with these four cognitive stages, organizations implementing AIDA increase conversion rates by 37% and reduce customer acquisition costs by 29%.

Framework Type

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

AI-Augmented Selling

AI-Augmented Selling is a strategic approach that leverages artificial intelligence to enhance human sales capabilities across the entire customer acquisition journey. By combining AI-driven insights, automation, and decision support with human relationship skills, organizations implementing this methodology increase productivity by 37%, close rates by 29%, and customer satisfaction by 35%.

Framework Type

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

ADAPT Framework

The ADAPT Framework is a strategic sales methodology that guides complex B2B conversations through five critical phases: Assessment, Discovery, Activation, Projection, and Transition. By systematically addressing both logical and emotional aspects of decision-making, organizations implementing ADAPT increase close rates by 31% and reduce sales cycles by 26%.

Framework Type

Discovery,

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

Account-Based Selling

Account-Based Selling (ABS) is a strategic approach that focuses sales resources on specific high-value accounts through personalized, multi-stakeholder engagement. By aligning with account-based marketing efforts and targeting entire buying committees, organizations implementing ABS report 45% larger deal sizes and 33% higher win rates compared to traditional sales approaches.

Framework Type

Account-Based Strategy

Deal Complexity

GTM Motion

ABM

Funnel Stage

Buyer Intent Level

7-Touch Follow-up Framework

The 7-Touch Follow-up Framework is a structured outreach methodology that systematically engages prospects through seven strategic touchpoints across multiple channels. By implementing this sequence-driven approach, sales teams increase response rates by 38% and conversion rates by 27% compared to ad-hoc follow-up methods.

Framework Type

Follow-up,

Nurturing,

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

5-Level Selling

5-Level Selling is a strategic framework that categorizes sales interactions across five ascending levels of customer engagement: Product, Application, Solution, Strategic, and Partner. By mastering these engagement tiers, sales professionals increase deal size by 43% and reduce sales cycles by 28% through more meaningful customer conversations.

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Deal Complexity

GTM Motion

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3D Sales Model

The 3D Sales Model is a strategic framework that segments enterprise selling into three dimensions: Discovery, Design, and Deployment. By structuring complex B2B sales cycles into these distinct yet interconnected phases, organizations increase deal velocity by 37% while improving solution fit and implementation success rates.

Framework Type

Deal Complexity

GTM Motion

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Buyer Intent Level

BANT

BANT (Budget, Authority, Need, Timeline) is a proven sales qualification framework that helps teams quickly identify high-potential opportunities. By systematically evaluating these four critical factors, sales professionals can prioritize prospects with the highest likelihood of conversion, increasing efficiency by up to 35%.

Framework Type

Deal Complexity

GTM Motion

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Buyer Intent Level