What sales mythology does your company prefer for qualification within your SDR or Business Development team?

BANT 64%

MEDDIC21%

Other14%

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Director of Sales and Business Development in Software5 months ago

Am I the only one that thinks stuff this rigid is a bit out of date?

Feels like it's way more internal facing than external facing.

Director of Corporate Development5 months ago

MEDDPICC, rather than MEDDIC. The paper process (P) and the combination of Champion (C) plus Competition (C) make it significantly more powerful for us. We are in high-touch, industrial B2B so these things are major potential blockers.

Sr. Director of Sales Operations in Hardware5 months ago

With AI going mainstream and tech becoming more of a 'teammate' than we've seen in the past, how much of these traditional methodologies can now be, or could be in the near future, automated and even gleaned from call recordings or other sources of company insights?

I believe the foundational customer insights that all of these frameworks are centered around will be integrated into our tech 'teammates' going forward.

Ultimately, while these methodologies are good and some may be marginally more effective than others for our different organizations, onboarding and ongoing coaching and enablement will always be the key to building a skilled SDR. Therefore, the easier we make adopting these sales methodologies through effective use of both tech and process, the quicker our SDRs will become productive...and then ideally our next generation of AEs!