Sales Methodology Best Practices

How to Choose a Sales Methodology

How to Choose a Sales Methodology

Use this 3-step method when you want to know how to choose a sales methodology that delivers the highest sales win rates and top line revenue growth.

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Sales Methodologies

An Expert Review of the Top Sales Methodologies

Independent, expert reviews of the top eight sales methodologies with strengths, weaknesses and best fit recommendations.

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Research

Use a Sales Methodology to Grow Sales Win Rates 11 Percent

Research shows that salespeople using optimized sales methodologies achieve 11% higher sales win rate than those with informal sales methods.

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Sales Methodology vs Sales Process

Sales Methodology vs Sales Process: Benefits of each

Here’s how the sales methodology and sales process work together to create a synergy that increases sales win rates and accelerates revenue growth.

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The Challenger Sale

The Challenger Sale Summary

This is the fastest growing methodology and particularly well suited to selling complex solutions with long sales cycles and recurring customer engagement.

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The New Strategic Selling

The Strategic Selling Review

Strategic Selling sets itself apart with a focus on 4 buyer roles. It’s designed to identify each role and their stated rational and unstated emotional goals.

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Solution Selling

Solution Selling Review

Solution Selling shifts from selling standard products to customized solutions, often with a custom mix of products, to solve a buyer’s exact problem.

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Miller Heiman Conceptual Selling

Miller Heiman Conceptual Selling Review

This method excels in questioning techniques and product positioning. It best fits midsize to large, complex deals that incur long sales cycles.

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MEDDIC Sales Process

A MEDDIC Sales Process Review

MEDDIC is a specialized sales methodology applied at the beginning of the sales cycle. It’s focused on the qualification and discovery processes.

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Sandler Selling System

The Sandler Selling System Review

Much of this method is a sales call-based approach, used to guide sales meetings and ensure the seller and buyer share a commitment and agreed upon process.

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SNAP Selling

SNAP Selling Review

SNAP Selling’s best fit is non-complex, transactional sales with short cycles. Consider this method if you perform one-on-one, buyer-to-seller transactions.

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Spin Selling

SPIN Selling Review

This selling method is best suited for B2B large account sales with multiple stakeholders, purchase committees, and long duration sales cycles.

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Sales Methodology Best Practices