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COMPARISON TOOL

Sales Methodology Comparison

Compare proven sales frameworks. Find the right methodology for your sales cycle, buyer sophistication, and deal complexity.

Quick Comparison

Methodology Best For Key Strength Cycle Length
SPIN Selling Complex B2B, consultative sales Research-backed questioning Long
Challenger Sale Sophisticated buyers, commoditized markets Teaching & insight-led Medium-Long
Sandler Avoiding unqualified prospects Pain discovery, early disqualification Any
MEDDIC/MEDDPICC Enterprise, long cycles Qualification rigor Long
Solution Selling New categories, uninformed buyers Vision creation Medium-Long
Gap Selling Complex problems, custom solutions Problem-centric urgency Medium

Core Concepts

SPIN Selling

Question-Based Discovery

Situation Questions Problem Questions Implication Questions Need-Payoff Questions

Top performers ask 4x more questions than average reps—especially Implication questions.

Challenger Sale

Insight-Led Selling

Teach new perspectives Tailor to stakeholders Take Control of the sale

40% of top performers are Challengers. Relationship Builders performed worst in complex sales.

Sandler System

The Sandler Submarine

Bonding & Rapport Up-Front Contract Pain Discovery Budget Discussion Decision Process Fulfillment Post-Sell

Discuss budget EARLY—not at the end. Be willing to walk away from bad fits.

MEDDIC/MEDDPICC

Qualification Framework

Metrics Economic Buyer Decision Criteria Decision Process Identify Pain Champion Paper Process Competition

Companies using MEDDIC report 20-30% higher close rates.

Solution Selling

Vision Facilitation

Latent Pain Acknowledged Pain Action Vision

Help buyers develop "action visions" of using and benefiting from your solution.

Gap Selling

Problem-Centric Urgency

Current State Future State The Gap = Value

"No Problem, No Sale." The gap between states is where urgency lives.

When to Use Each

Situation
Best Methodology
Why
Complex B2B with long cycles SPIN Selling Research-backed questioning uncovers deep needs
Commoditized market, sophisticated buyers Challenger Sale Teaching insights creates differentiation
Too many unqualified prospects Sandler Early qualification saves time and resources
Enterprise deals, multiple stakeholders MEDDIC/MEDDPICC Systematic qualification prevents surprises
New category, buyers need education Solution Selling Vision creation for uninformed buyers
Deals stalling, no urgency Gap Selling Problem focus creates urgency

Find Your Methodology

Answer 5 questions to get a personalized methodology recommendation.

Question 1 of 5

What is your typical sales cycle length?

Deep Dive

Detailed breakdowns of each methodology with implementation guides and common pitfalls.

Read Full Guide