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

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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

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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.

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Deal Complexity

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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.

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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.

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Deal Complexity

GTM Motion

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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.

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Deal Complexity

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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.

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Deal Complexity

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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.

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Deal Complexity

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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.

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Deal Complexity

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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.

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Deal Complexity

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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.

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Deal Complexity

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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.

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Deal Complexity

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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.

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Deal Complexity

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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.

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Deal Complexity

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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

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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.

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Deal Complexity

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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.

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Deal Complexity

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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.

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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.

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Deal Complexity

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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.

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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

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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

Deal Complexity

GTM Motion

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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.

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Deal Complexity

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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.

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Deal Complexity

GTM Motion

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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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Snap Selling

SNAP Selling is a focused sales methodology designed for today's time-starved business environment. By implementing four key principles—Keep it Simple, be iNvaluable, Always Align, and raise Priorities—sales professionals can break through noise, establish relevance, and significantly increase success rates with overwhelmed modern buyers.

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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.

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Deal Complexity

GTM Motion

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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.

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Deal Complexity

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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.

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Deal Complexity

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Reks Selling

REKS Selling is a focused B2B sales methodology that prioritizes customer research, executive engagement, knowledge-based conversations, and strategic solution positioning. By systematically gathering intelligence, connecting with decision-makers, demonstrating relevant expertise, and aligning solutions with specific business needs, sales professionals can accelerate complex sales cycles and improve win rates.

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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.

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Deal Complexity

GTM Motion

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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.

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Deal Complexity

GTM Motion

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Rain Selling

RAIN Selling is a consultative sales methodology focused on building trust and demonstrating value through structured customer conversations. By systematically uncovering needs, establishing impact, and creating new possibilities, sales professionals can position solutions as strategic investments rather than expenses, significantly improving win rates for complex B2B opportunities.

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Deal Complexity

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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.

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Deal Complexity

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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.

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Deal Complexity

GTM Motion

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Priority-based Qualification

Priority-Based Qualification is a strategic sales methodology that optimizes resource allocation by systematically evaluating opportunities against multiple weighted dimensions. By implementing a structured scoring approach that reflects specific business priorities, sales organizations can consistently identify high-potential deals, reduce time spent on poor-fit prospects, and significantly improve overall productivity and win rates.

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Deal Complexity

GTM Motion

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Predictable Revenue

Predictable Revenue is a systematic sales methodology that creates consistent, forecastable growth through specialized roles, scalable prospecting, and measurable processes. By implementing dedicated outbound prospecting teams, clearly defined handoff protocols, and data-driven qualification, organizations can transform sporadic sales results into reliable, sustainable revenue generation.

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Pqc Model (pain-quantify-close)

The PQC (Pain-Quantify-Close) Model is a focused sales methodology that converts customer challenges into quantifiable business impact and clear solution value. By systematically identifying pain points, attaching measurable costs, and establishing direct solution connections, sales professionals create compelling business cases that accelerate decision-making and improve conversion rates.

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Deal Complexity

GTM Motion

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Partner-led Growth

Partner-Led Growth is a strategic business methodology that accelerates market expansion and revenue generation through formalized partnerships with complementary organizations. By systematically developing, enabling, and optimizing a partner ecosystem, companies can extend market reach, enhance solution value, and create scalable growth channels that complement direct sales efforts.

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Deal Complexity

GTM Motion

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PACT

The PACT framework is a strategic sales methodology that focuses on establishing alignment between the solution provider and customer across four critical dimensions: Purpose, Approach, Capacity, and Timeline. By systematically addressing these core elements, sales professionals can create mutual understanding and commitment that significantly improves complex deal outcomes.

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Deal Complexity

GTM Motion

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Presales Coaching Framework

The Presales Coaching Framework is a structured approach to developing and enhancing the capabilities of technical sales professionals. By establishing consistent feedback loops, skill development pathways, and performance metrics, organizations can systematically elevate their presales teams' effectiveness, directly impacting technical win rates and revenue acceleration.

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Persona-based Selling

Persona-Based Selling is a strategic approach that tailors sales messaging, content, and engagement strategies to match the specific characteristics, priorities, and communication preferences of different buyer types. By aligning sales tactics with well-researched buyer personas, organizations can deliver more relevant experiences that resonate with decision-makers' specific roles and challenges.

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Omnichannel Selling

Omnichannel Selling is a comprehensive approach that integrates multiple sales channels into a unified, consistent customer experience. By orchestrating interactions across digital, in-person, and hybrid touchpoints, sales organizations can meet buyers where they prefer while maintaining context throughout the customer journey.

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Outcome-based Selling

Outcome-Based Selling is a value-focused sales methodology that aligns solutions with specific, measurable business outcomes that customers want to achieve. By prioritizing tangible results over product features, sales professionals create more compelling value propositions, accelerate decision-making, and establish longer-lasting client relationships.

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NOW-NEXT-LATER

NOW-NEXT-LATER is a strategic sales prioritization framework that helps teams categorize opportunities based on urgency and potential value. By classifying prospects into immediate priorities, upcoming opportunities, and long-term investments, sales professionals can optimize resource allocation and maximize revenue.

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NEAT Selling

NEAT Selling is a strategic framework that aligns sales approaches with the four primary drivers of customer decision-making: Need, Economic Impact, Access to Authority, and Timeline. By focusing on these fundamental buying factors rather than seller-centric processes, organizations implementing this methodology increase sales effectiveness by 52% and customer alignment by 47%.

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N.e.a.t 2.0

N.E.A.T 2.0 is an evolved qualification framework that evaluates opportunities through four customer-centered dimensions: Need, Economic Impact, Access to Authority, and Timeline. By focusing on genuine customer requirements rather than seller-centric criteria, organizations implementing this approach increase qualification accuracy by 54% and deal conversion by 47% compared to traditional frameworks.

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GTM Motion

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Mutual Action Plan (MAP)

The Mutual Action Plan (MAP) is a collaborative methodology that transforms traditional seller-driven processes into shared buying journeys. By creating transparent, jointly-owned implementation roadmaps during the sales process, organizations using this approach increase deal velocity by 47% and customer implementation success by 53% compared to conventional sales approaches.

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Momentum Selling System

The Momentum Selling System is a dynamic methodology that focuses on creating and sustaining forward progress throughout complex sales cycles. By systematically implementing momentum triggers, removing friction points, and maintaining psychological velocity, organizations using this approach reduce sales cycles by 41% and increase deal completion rates by 37%.

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MEDDIC

MEDDIC is a comprehensive qualification framework that systematically evaluates six critical elements of complex sales opportunities: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion. By implementing this structured assessment methodology, organizations increase forecast accuracy by 61% and win rates by 52% compared to informal qualification approaches.

Framework Type

Qualification

Deal Complexity

GTM Motion

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M.A.P. (Metrics, Authority, Pain)

M.A.P. (Metrics, Authority, Pain) is a focused qualification framework that prioritizes three essential elements for opportunity assessment. By systematically evaluating measurable impact, decision capability, and problem severity, organizations implementing this approach increase qualification accuracy by 47% and reduce resources spent on unqualified deals by 53%.

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Land and Expand

Land and Expand is a strategic growth methodology that focuses on initial entry with targeted solutions followed by systematic account expansion. By establishing footholds with specific use cases before broadening application, organizations implementing this approach increase customer lifetime value by 68% and expansion revenue by 74% compared to transactional selling approaches.

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LAMP (Large Account Mgmt)

LAMP (Large Account Management Process) is a comprehensive methodology for strategically developing and expanding major customer relationships. By implementing systematic planning, relationship mapping, and value creation across enterprise accounts, organizations using this approach increase account retention by 63% and annual revenue growth by 47% compared to transactional account management.

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LAER: Listen, Acknowledge, Explore, Respond

LAER (Listen, Acknowledge, Explore, Respond) is a structured conversation methodology that creates highly effective customer interactions. By following a sequential framework that prioritizes understanding before solution presentation, organizations implementing this approach increase customer satisfaction by 58% and deal conversion by 46% compared to traditional sales conversations.

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Jones Effect

The Jones Effect is a strategic sales methodology that leverages social comparison and competitive pressure to motivate purchase decisions. By systematically incorporating peer references, industry standards, and competitive positioning, organizations implementing this approach increase customer urgency by 51% and conversion rates by 43% compared to feature-focused selling alone.

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GTM Motion

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Jobs-to-Be-Done Selling

Jobs-to-Be-Done Selling is a customer-centered methodology that focuses on the functional, emotional, and social progress buyers seek to make in their lives rather than product features or benefits. By understanding and addressing the fundamental "jobs" customers are trying to accomplish, organizations implementing this approach increase solution relevance by 57% and customer satisfaction by 49% compared to feature-focused selling.

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GTM Motion

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Influence-Based Selling

Influence-Based Selling is a scientific methodology that applies proven psychological principles to the sales process. By systematically incorporating reciprocity, commitment, social proof, authority, liking, scarcity, and unity into customer interactions, organizations implementing this approach increase persuasive impact by 53% and customer conversion by 42% compared to intuition-driven selling.

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GTM Motion

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Inbound Selling

Inbound Selling is a buyer-aligned methodology that synchronizes sales approaches with self-directed customer research and digital engagement. By adapting to modern buyer preferences for independent exploration before vendor contact, organizations implementing this approach increase lead conversion rates by 57% and reduce customer acquisition costs by 46%.

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GTM Motion

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IMPACT Selling

IMPACT Selling is a systematic methodology that guides sales professionals through six sequential stages: Investigate, Meet, Probe, Apply, Convince, and Tie-Down. By providing a structured yet flexible process for the complete sales cycle, organizations implementing this approach increase win rates by 39% and improve new representative productivity by 47%.

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Hyper-Transactional Sales

Hyper-Transactional Sales is a systematic methodology that optimizes high-volume, lower-complexity selling through streamlined processes and minimal friction. By focusing on transaction efficiency rather than relationship depth, organizations implementing this approach increase sales velocity by 74% and reduce acquisition costs by 62% for appropriate product categories.

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Human-to-Human (H2H) Selling

Human-to-Human (H2H) Selling is a relationship-centered methodology that prioritizes authentic connection over traditional business-to-business (B2B) or business-to-consumer (B2C) distinctions. By focusing on genuine human engagement, emotional intelligence, and personal value, organizations implementing this approach increase customer trust by 54% and long-term loyalty by 47%.

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High-Velocity Sales

High-Velocity Sales is a systematic methodology that streamlines buying processes to dramatically reduce sales cycle length. By optimizing engagement sequences, minimizing friction points, and leveraging automation, organizations implementing this approach increase opportunity velocity by 63% and improve conversion efficiency by 47% compared to traditional sales motions.

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GTM Motion

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Growth Team Selling

Growth Team Selling is a collaborative methodology that integrates sales, marketing, and customer success into unified revenue teams. By aligning these traditionally separate functions around shared customer objectives, organizations implementing this approach increase pipeline velocity by 46% and customer lifetime value by 53% through more consistent journey experiences.

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Deal Complexity

GTM Motion

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GROW Coaching Model

The GROW Coaching Model is a structured development framework that guides sales representatives through systematic performance improvement. By sequentially addressing Goals, Reality, Options, and Will, sales leaders implementing this approach increase representative productivity by 43% and skill development velocity by 37% compared to directive management approaches.

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Deal Complexity

GTM Motion

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GAP Selling

GAP Selling is a strategic methodology that focuses on the contrast between a customer's current problematic state and their desired future condition. By systematically identifying, expanding, and leveraging this gap, organizations implementing this approach increase win rates by 48% and average deal size by 37% through stronger problem awareness and solution urgency.

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GTM Motion

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FORD

FORD (Family, Occupation, Recreation, Dreams) is a structured relationship development framework that creates authentic human connections through balanced personal and professional engagement. By systematically exploring dimensions beyond business topics, organizations implementing this approach increase relationship depth by 52% and customer loyalty by 47%.

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Feel-Felt-Found

Feel-Felt-Found is a structured objection handling framework that combines empathetic acknowledgment with credible resolution. By validating customer concerns before introducing alternative perspectives, organizations implementing this approach increase objection resolution effectiveness by 47% and build stronger customer relationships throughout the sales process.

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Deal Complexity

GTM Motion

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FAINT

FAINT (Funds, Authority, Interest, Need, Timing) is a modern qualification framework designed for the realities of discretionary purchases and non-budgeted opportunities. By focusing first on capacity and authority rather than predetermined budgets, organizations implementing this approach increase pipeline quality by 43% and conversion rates by 38% in non-traditional buying scenarios.

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FAB

FAB (Features, Advantages, Benefits) is a structured value articulation framework that connects solution capabilities to meaningful customer outcomes. By systematically translating technical features into business advantages and personal benefits, organizations implementing this approach increase win rates by 38% and average deal size by 31%.

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Deal Complexity

GTM Motion

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Event-Based Selling

Event-Based Selling is a strategic methodology that aligns sales outreach with significant business triggers and change events. By timing engagement to coincide with moments of organizational transition, companies implementing this approach increase response rates by 57% and conversion rates by 44% compared to timing-agnostic prospecting.

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Deal Complexity

GTM Motion

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Buyer Intent Level

Deal Desk Framework

The Deal Desk Framework is a structured methodology that centralizes expertise and standardizes processes for complex opportunity management. By creating cross-functional alignment, ensuring consistent deal structures, and accelerating high-value opportunities, organizations implementing this approach increase win rates by 43% and reduce sales cycle length by 38%.

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Deal Complexity

GTM Motion

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Data-Driven Selling

Data-Driven Selling is a strategic methodology that leverages analytics and quantitative insights throughout the sales process. By systematically using data to identify opportunities, personalize engagement, optimize tactics, and demonstrate value, organizations implementing this approach increase win rates by 57% and deal sizes by 41%.

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Deal Complexity

GTM Motion

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Buyer Intent Level

Consultative Diagnostic Model

The Consultative Diagnostic Model is a sophisticated sales methodology that applies structured problem diagnosis before solution prescription. By systematically investigating root causes and systemic business challenges, organizations implementing this approach increase solution relevance by 53% and implementation success by 47%.

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Deal Complexity

GTM Motion

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Buyer Intent Level

Connect-and-Qualify

Connect-and-Qualify is a balanced sales methodology that integrates relationship development with systematic opportunity assessment. By simultaneously building authentic human connections while evaluating business fit, organizations implementing this approach increase prospect engagement by 46% and qualification accuracy by 39%.

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Deal Complexity

GTM Motion

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Buyer Intent Level

Conceptual Selling

Conceptual Selling is a strategic methodology that focuses on understanding the customer's buying concept rather than pushing a product concept. By aligning solutions with the customer's mental model of their problem and desired future state, organizations implementing this approach increase win rates by 41% and customer implementation success by 37%.

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Deal Complexity

GTM Motion

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Command of the Message

Command of the Message is a strategic methodology that creates consistent, customer-aligned value articulation across sales organizations. By establishing a formalized framework for connecting solutions to specific customer problems, organizations implementing this approach increase win rates by 42% and deal size by 35% through more effective differentiation.

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Deal Complexity

GTM Motion

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Buyer Intent Level

Cold Calling 2.0

Cold Calling 2.0 is a modernized prospecting methodology that replaces traditional interruption-based outreach with insight-driven, research-enabled engagement. By leveraging digital intelligence, providing value upfront, and creating context-rich connections, organizations implementing this approach increase response rates by 57% and first-meeting conversion by 43%.

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Deal Complexity

GTM Motion

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Buyer Intent Level

CHAMP

CHAMP (Challenges, Authority, Money, Prioritization) is a strategic qualification framework that sequences assessment criteria to match modern buying realities. By prioritizing business challenges and decision authority before budget discussions, organizations implementing CHAMP increase qualification accuracy by 42% and reduce time spent on unqualified opportunities by 38%.

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Deal Complexity

GTM Motion

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Challenger-led Account Mapping

Challenger-led Account Mapping is a strategic methodology that identifies high-potential opportunities within complex organizations based on insight receptivity rather than traditional buying signals. By mapping accounts according to stakeholders' openness to new perspectives and change leadership capability, organizations implementing this approach increase target account conversion by 47% and average deal size by 39%.

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Deal Complexity

GTM Motion

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Buyer Intent Level

Challenger Sale

The Challenger Sale is a transformative sales methodology that drives customer action through provocative insights rather than relationship building or solution matching. By teaching customers new perspectives about their business, tailoring messages to stakeholder concerns, and taking control of the buying process, organizations implementing this approach increase win rates by 54% and average deal size by 38%.

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Deal Complexity

GTM Motion

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Buyer Intent Level

Challenger Loop

The Challenger Loop is a systematic methodology that transforms traditional one-time insight delivery into an ongoing cycle of commercial teaching. By creating a continuous process of insight development, customer engagement, feedback capture, and perspective refinement, organizations implementing this approach increase customer engagement by 47% and solution adoption by 41%.

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GTM Motion

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Challenger Insight Selling

Challenger Insight Selling is a strategic methodology that drives customer action through the delivery of provocative, counterintuitive perspectives that challenge conventional thinking. By providing commercial insights that reframe how customers view their business rather than simply promoting products, organizations implementing this approach increase win rates by 53% and average deal size by 42%.

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GTM Motion

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Challenger Customer

The Challenger Customer methodology is a strategic approach for navigating complex B2B buying committees by identifying and equipping mobilizers—stakeholders with the courage and organizational credibility to drive change. By focusing on these influential customers rather than traditional champions, organizations implementing this framework increase multi-stakeholder deal closure by 43% and reduce stalled opportunities by 38%.

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Challenger + MEDDPICC Hybrid

The Challenger + MEDDPICC Hybrid is a powerful sales methodology that integrates the insight-driven approach of Challenger Selling with the comprehensive qualification framework of MEDDPICC. By combining provocative teaching with systematic opportunity assessment, organizations implementing this hybrid approach increase win rates by 47% and average deal size by 35%.

Framework Type

Qualification

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

CARE (Challenge, Authority, ROI, Engagement)

CARE (Challenge, Authority, ROI, Engagement) is a comprehensive qualification framework that evaluates sales opportunities across four critical dimensions. By systematically assessing problem severity, decision authority, financial justification, and customer engagement, organizations implementing CARE increase win rates by 42% and reduce resources spent on unqualified deals by 37%.

Framework Type

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

Buyer-Focused Selling

Buyer-Focused Selling is a strategic approach that aligns sales processes with customer purchasing preferences rather than traditional seller methodologies. By adapting engagement strategies to match how modern buyers prefer to evaluate and purchase solutions, organizations implementing this methodology increase win rates by 36% and reduce sales cycles by 29%.

Framework Type

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

Buyer Enablement Framework

The Buyer Enablement Framework is a strategic approach that provides customers with the information, tools, and guidance needed to navigate complex purchasing decisions effectively. By focusing on reducing buying friction rather than increasing selling pressure, organizations implementing this methodology increase conversion rates by 43% and customer satisfaction by 38%.

Framework Type

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

Blueprint Sales Model

The Blueprint Sales Model is a visual deal mapping methodology that transforms complex sales processes into clear, actionable roadmaps. By creating structured visual representations of the entire customer journey, organizations implementing Blueprint increase deal velocity by 34% and win rates by 29% through enhanced stakeholder alignment and execution clarity.

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

Funnel Stage

Buyer Intent Level

B.O.S.S. Framework (Budget, Owner, Solution, Score)

The B.O.S.S. Framework (Budget, Owner, Solution, Score) is a systematic qualification methodology that evaluates sales opportunities across four critical dimensions. By providing a structured assessment approach with quantifiable scoring, organizations implementing B.O.S.S. increase forecast accuracy by 43% and sales team efficiency by 37% through more precise opportunity prioritization.

Framework Type

Deal Complexity

GTM Motion

Funnel Stage

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%.

Framework Type

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

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.

Framework Type

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

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.

Framework Type

Deal Complexity

GTM Motion

Funnel Stage

Buyer Intent Level

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

Funnel Stage

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

Funnel Stage

Buyer Intent Level