PhillySales profile picture
PhillySales profile picture

PhillySales

Director of Inside Sales

Opinionated
Good Citizen
Contributor
+1

Sales methodologies

Yo, what’s up? Anybody have any strong feelings about sales methodologies? Sandler, SPIN, Challenger, CCS, etc? The best one I’ve been through was CCS-Customer Centric Selling. Sandler is good too, they are all good. So much of them overlap. The best methodology is the one you actually use and stick with. Any method beats no method. Any methods I’m missing that you all find useful?

Fave Sales Methodology

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👑 Sales Strategy
20

28 comments

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Ryscott0317
Politicker
7
Cloud Specialist
I would say GAP selling. I’m all about the heavy qualification during discovery these days
JC10X
Politicker
2
Senior Sales Manager
Gap selling is def the best "methodology" thus far.
EdTechSales
Politicker
0
Director of Sales
One and only! 
Oboy77
Arsonist
2
Workspace Consultant
Problem centric selling!
Oboy77
Arsonist
2
Workspace Consultant
@Kinonez thoughts?
Kinonez
Celebrated Contributor
1
War Room Enthusiast
Gap and spin selling for me!
Oboy77
Arsonist
1
Workspace Consultant
Nice
NoSuperhero
Politicker
1
BDR LEAD
Dipping my toes in there, I find it very natural to what I had been doing.
User1234567
Politicker
-1
User1234567
Agreed!
JC10X
Politicker
2
Senior Sales Manager
I like the methodologies of knowing my space, the people within that space and the problems they have, which I solve. Then it's all about good conversations!
nomdeguerre
Executive
1
Account executive
I like Sandler. However, most sales methodologies miss one key step - prospecting. It is like the author of these methodologies just expect the prospective customer to fall out of the f**ing sky! I suspect because the vast majority of these so called sales gurus has never actually had a real sales job or if they have it was 40-50 years ago... well news flash prospecting in the 1970s vs. today is hardly the same. 

I picked Sandler because they at least address prospecting. Another one I really like is Jordan Belford's Straight Line Selling - if you are interested read his book Way of the Wolf.

Imho once you have a way of doing good prospecting, i.e. identify qualified prospects, the rest of selling is really not that complicated and you can use just about any process to manage that, but if you haven't found a good way of prospecting it doesn't matter what process you use, it will not work!
SlinginSoftware
Politicker
1
Account Executive
Gap selling and Command of the message are my favs. Challenger is ok, but I think it’s a bit too extreme in most scenarios… just my opinion though.
alecabral
Arsonist
1
Director - Digital Sales Transformation
I just asked something like this last week. You're missing Miller-Heimann with PSS, Richardson with Sprint Selling and ValueSelling with their QP formula at the least. There's so much out there...I just can't go with one. SPIN is very outdated by the way..and Sandler is getting close to that. They did drop the submarine though...
JuicyKlay
Celebrated Contributor
1
AM
Any other meddic fans?
softwaresails
Politicker
0
Sales Manager
I like a combination of needs-oriented selling and solution selling. 
Feds_Watchin
Politicker
0
AE
Force Management was just implemented here and it is completely over the top. I prefer generic MEDIC to MEDDPICC.
aSaaSinator
Good Citizen
0
Sales Director
MEDDIC or MEDDPICC are qualification frameworks and can be used in tandem with most sales methodologies.
el.guap0
Valued Contributor
0
Account Executive
Challenger as a framework + GAP Selling as the execution piece. They work beautifully together 💸
West
Politicker
0
Salesmanager
Some said it before but just to make it clear. GAP selling!
LordOfWar
Tycoon
0
Blow it up
SNAP selling was not bad, as was Sales Truths and New Sales Simplified.
Beans
Big Shot
0
Enterprise Account Executive
Challenger for sure.

SPIN has some great tooling for cold calls and shorter sales cycles too.


PhillySales
Opinionated
0
Director of Inside Sales
You have qualification/deal review things like BANT, MEDIC, MEDDICC, Force. Then you have hand to hand conversation strategies like Sandler, Challenger, SPIN. CCS was the best combination of the two from my experience. Fanatical Prospecting by Jeb Blount is a good book for prospecting methodology. As you go through a few companies in your career and you get to know a few of them you see how they overlap and also you learn the best things of all of them.
EQSales
Opinionated
0
VP of Sales
Value selling from John McMahon's lineage.  using MEDDICC.  read "The qualified sales leader" by john or "Meddicc" by Andy Whyte

GAP selling is a good framework for value-based, customer centric selling but the above is next level
ventox35
Politicker
0
Sales Leader
The Chris Voss Black Swan negotiation methods. applies to sales beautifully
rainmakerinthemaking
Politicker
0
Enterprise Sales executive
MEDDIC
sellingsellssold
Politicker
0
SDR
Focused and value are my top!
CuriousFox
WR Officer
0
🦊
SPIN is great for newbies just getting started.
thisisjustno
Executive
0
Senior Account Executive
Sparxiq modern sales foundations

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