Sales Framework Resource Library
Master the essential sales qualification frameworks used by top-performing sales professionals. From foundational concepts to advanced methodologies, everything you need to elevate your sales process.
Sales
Leadership
Team Dynamics
Budget, Authority, Need, Timeline
A foundational qualification framework focusing on four essential qualifying criteria to determine if a prospect is worth pursuing.
Key Components:
- Budget - Financial capacity to purchase
- Authority - Decision-making power
- Need - Pain points or requirements
- Timeline - When they plan to buy
Best Used For:
Early-stage qualification, simple sales processes, high-volume lead qualification
Situation, Problem, Implication, Need-Payoff
A consultative selling approach that focuses on asking the right questions in the right order to uncover and develop customer needs.
Key Components:
- Situation - Current context and background
- Problem - Difficulties and dissatisfactions
- Implication - Impact and consequences of problems
- Need-Payoff - Value and utility of the solution
Best Used For:
Complex B2B sales, consultative selling, solution-based approaches
Goals, Reality, Options, Way Forward
A structured coaching framework that helps guide conversations toward actionable outcomes through systematic exploration and planning.
Key Components:
- Goals - Define objectives and desired outcomes
- Reality - Current situation and challenges
- Options - Possible strategies and approaches
- Way Forward - Action plan and next steps
Best Used For:
Coaching sessions, performance reviews, development conversations
Reflection, Clarification, Empathy
A comprehensive framework for effective listening that emphasizes understanding, engagement, and meaningful response in conversations.
Key Components:
- Reflection - Mirroring and paraphrasing
- Clarification - Asking probing questions
- Empathy - Understanding emotions and perspective
- Validation - Acknowledging feelings and experiences
- Summarization - Confirming understanding
Best Used For:
Any conversation requiring deep understanding, conflict resolution, or relationship building
Agenda Management, Participation, Decisions, Action Items
A structured approach to running effective meetings that maximize participation, achieve objectives, and drive actionable outcomes.
Key Components:
- Agenda Management - Structure and time control
- Participation - Engaging all attendees effectively
- Decision Making - Guiding group consensus
- Action Items - Assigning and tracking next steps
- Follow-up - Ensuring accountability
Best Used For:
Team meetings, workshops, strategic planning sessions, group discussions
Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion
A comprehensive qualification methodology that provides deep insight into complex B2B sales opportunities.
Key Components:
- Metrics - Quantifiable business impact
- Economic buyer - Person with budget authority
- Decision criteria - What they evaluate solutions on
- Decision process - How they make buying decisions
- Identify pain - Current problems and consequences
- Champion - Internal advocate for your solution
Best Used For:
Complex B2B sales, high-value deals, enterprise sales, multiple stakeholders
MEDDIC + Paper process, Implicate pain, Competition
An enhanced version of MEDDIC with additional elements for even more thorough qualification and competitive positioning.
Key Components:
- Metrics - Quantifiable business impact
- Economic buyer - Person with budget authority
- Decision criteria - What they evaluate solutions on
- Decision process - How they make buying decisions
- Paper process - Legal/procurement requirements
- Identify pain - Current problems and consequences
- Implicate pain - Consequences of inaction
- Champion - Internal advocate for your solution
- Competition - Alternative solutions being considered
Best Used For:
Enterprise sales, highly competitive markets, long sales cycles, complex procurement processes
Funds, Authority, Interest, Need, Timeline
A modern alternative to BANT that emphasizes accessible funds and genuine interest over rigid budget requirements.
Key Components:
- Funds - Available money or ability to find it
- Authority - Decision-making influence
- Interest - Genuine engagement and curiosity
- Need - Problems requiring solutions
- Timeline - Urgency and decision timeframe
Best Used For:
Modern sales environments, startup prospects, innovative solutions, relationship-based selling
When your analysis detects framework-related content, consider showing contextual links to help users learn more:
BANT Triggers
Show "Learn more about BANT →" when detecting:
SPIN Triggers
Show "Learn more about SPIN →" when detecting:
GROW Triggers
Show "Learn more about GROW →" when detecting:
Active Listening Triggers
Show "Learn more about Active Listening →" when detecting:
Meeting Facilitation Triggers
Show "Learn more about Meeting Facilitation →" when detecting:
MEDDIC Triggers
Show "Learn more about MEDDIC →" when detecting:
MEDDPICC Triggers
Show "Learn more about MEDDPICC →" when detecting:
FAINT Triggers
Show "Learn more about FAINT →" when detecting:
Recommended Placement
- • In analysis results when framework elements are detected
- • As contextual sidebar suggestions during transcript review
- • In coaching recommendations when framework gaps are identified
- • As follow-up learning suggestions after analysis completion