Framework library
Frameworks are only useful when they match the moment you are in. Filter by the stage of the deal, what the framework is for, and how much structure it asks of you.
Most published frameworks were written for B2B and enterprise deals. Filtering here shows only the ones that carry over to your kind of selling.
20 of 20 frameworks
Qualification and Deal Management
MEDDPICC
Complex B2B qualification and deal inspection.
Discovery to close · High complexity
Qualification and Deal Management
MEDDIC
The original qualification checklist for enterprise software.
Discovery to proposal · Moderate complexity
Qualification and Deal Management
BANT
Fast lead qualification for simple deals.
Prospecting to discovery · Low complexity
Qualification and Deal Management
CHAMP
Qualification that starts with the challenge, not the budget.
Prospecting to discovery · Low complexity
Qualification and Deal Management
SPICED
A revenue-team framework that links discovery to outcomes.
Discovery to renewal · Moderate complexity
Discovery
SPIN Selling
A question sequence that builds need in discovery.
Discovery · Moderate complexity
Discovery
Challenger
Teach, tailor, and take control of the commercial conversation.
Prospecting to proposal · High complexity
Discovery
Solution Selling
Diagnose the problem before you propose a product.
Discovery to proposal · Moderate complexity
Sales Process
Sandler
A mutual-qualification sales process with upfront contracts.
Full cycle · Moderate complexity
Sales Process
Miller Heiman / Strategic Selling
Map buying influences and win complex, multi-stakeholder deals.
Discovery to close · High complexity
Sales Process
Command of the Message
A shared value message from pain to differentiated proof.
Discovery to proposal · Moderate complexity
Sales Process
ValueSelling
Connect problems to quantified business value and a business case.
Discovery to close · Moderate complexity
Account Management
Strategic Account Management
Plan and grow revenue in a small number of important accounts.
Post-sale and expansion · High complexity
Account Management
Land and Expand
Start small, prove value, then grow the account.
New logo to expansion · Moderate complexity
Account Management
Account Mapping
Draw the organization, the power, and the gaps.
Discovery to close · Moderate complexity
Account Management
Multi-threading
Build several real relationships inside one account.
Full cycle · Low complexity
Negotiation
Value-Based Negotiation
Negotiate on value and trades, not on discount.
Negotiation to close · Moderate complexity
Negotiation
Give/Get
Never concede without an equal return.
Negotiation · Low complexity
Negotiation
BATNA
Know your best alternative before you negotiate.
Negotiation · Low complexity
Negotiation
Mutual Action Plans
A shared, dated plan from evaluation to go live.
Proposal to close · Low complexity
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