Sales Frameworks

BANT is not dead. MEDDIC is not magic. SPIN is not only for old-school consultative sellers.

Sales frameworks are shared vocabularies. They help reps and managers talk about the same deal, the same call, and the same missing information without talking past each other.

The right question is not “which framework is best?” It is: which framework fits the way you sell?

Use this guide to choose a starting point. Each framework has its own page with the fields, example questions, strengths, weaknesses, and the parts that quietly break in real sales teams.

B2B qualification — multi-touch, multi-stakeholder

You're running deals that take weeks or months, involve more than one person on the other side, and need information to be carried from call to call. Qualification frameworks are checklists for what you have to know before the deal can move.

B2C and short-cycle — close now or move on

You're on a cold call, a transactional pitch, or a one-shot sale. There is no next meeting. The rep either closes, books one specific next step, or hangs up. Qualification frameworks misfit here — they ask the rep to gather information they will never use.