Compare 27 B2B sales frameworks — SPIN, MEDDIC, Challenger, Sandler, Gap Selling and more. See which methodology fits your deal size, sales cycle and team, with free step-by-step guides.
Every framework below is a battle-tested sales methodology used inside real B2B revenue teams. Pick one by deal type, deal size, and the biggest bottleneck in your current pipeline.
How to choose a sales framework
A sales framework is not a script — it is a repeatable way of deciding what to ask, what to qualify and when to advance a deal. Picking one is mostly a function of three things: average deal size, how many people sit on the buying committee, and where deals currently stall.
Deals stall in discovery. Start with SPIN Selling or Gap Selling — both are question-led and force the buyer to quantify the problem before you present.
Deals slip at quarter end. That is a qualification problem. MEDDIC surfaces the economic buyer, decision criteria and decision process weeks earlier.
Buyers already know what they want.The Challenger Sale teaches commercial teaching and constructive tension so you can reframe the requirement.
Reps get pushed around on price.The Sandler Method uses up-front contracts and pain-funnel questioning to keep discounting out of the conversation.
Your sales process is your own stage-by-stage pipeline. A methodology (SPIN, MEDDIC, Challenger) is how reps behave inside those stages. A framework is the structure that makes the methodology teachable and inspectable. You need all three: one process, one primary methodology, and usually one qualification framework layered on top.
Rolling a framework out to a team
Adoption fails when a framework is trained once and never inspected. Pick one methodology, add its fields to your CRM so managers can coach against them, review two recorded calls per rep per week, and expect 90 days before the pipeline data is trustworthy. If you would rather buy the rollout than build it, see our ranked B2B SaaS sales training programmes and best SDR training programs for 2026.
All frameworks
SPIN Selling — Uncover deep buyer needs through strategic questioning
Challenger Sale — Teach, tailor, and take control of the conversation