You Have Goals.
We Help You Get There.
We Help You Get There.
Subscribe for Pod product insights and sales tips.
Thank you for subscribing!
Oops! Something went wrong. Please refresh the page & try again.
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.
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: 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:
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:
BANT: Budget, Authority, Need, and Timeline.
Best for: Quick qualification for SDRs BDRs and AEs.
What we’d recommend you take from it:
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.
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.
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.
Thanks for reading! If you like this newsletter and want to offer a little support, you can:
1. Tell a friend about Pod
2. Forward this newsletter with an invitation to subscribe