If you're looking to close more deals in 2023, it's important to have a solid sales framework in place.

Sales frameworks provide a structured approach for identifying and qualifying leads, understanding their needs and pain points, and tailoring your sales pitch accordingly.

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In this article, we'll explore eight of the most popular sales frameworks that B2B companies can use to close more deals in 2023.

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These frameworks include BANT, GPCT, CHAMP, ANUM, MEDDIC, and SPICED.

Each framework has its own unique strengths and focuses on different aspects of the sales process, from identifying budget and decision-making power to understanding the lead's pain points and decision-making criteria.

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By incorporating one or more of these frameworks into your sales process, you can increase your chances of closing more deals and driving revenue growth in 2023.

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1. SPICED‍

SPICED is a popular framework that B2B companies can use to qualify their sales leads.

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Here's what each letter stands for:

Solution - Does the lead have a problem that your product or service can solve?

Pain - How severe is the pain that the lead is experiencing due to the problem?

Impact - What is the impact of the pain on the lead's business, and what would be the impact of solving the problem?

Competition - Is the lead considering other solutions or vendors, and how do you compare to them?

Economic Buyer - Who is the decision-maker or economic buyer within the lead's organization, and what is their budget for the purchase?

Decision Criteria - What are the lead's decision-making criteria, and how does your product or service meet those criteria?

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SPICED is a useful framework because it emphasizes the importance of understanding the lead's pain and the impact of that pain on their business. It also takes into account the competitive landscape and the decision-making criteria of the lead, which can help sales teams position their product or service more effectively.

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2. BANT

This framework helps sales teams identify whether a lead is a good fit for their product or service.

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Here's what each letter stands for:

Budget -Does the lead have the budget to purchase your product or service?

Authority -Does the lead have the authority to make purchasing decisions within their organization?

Need -Does the lead have a genuine need for your product or service?

Timeline - When does the lead intend to make a purchase?

BANT is a useful framework because it helps sales teams identify whether a lead has the financial means, decision-making power, and interest to become a customer.

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3. GPCT

This framework helps sales teams understand a lead's motivations and priorities.

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Here's what each letter stands for:

Goals - What are the lead's business goals, and how can your product or service help them achieve those goals?

Plans - What are the lead's plans for the future, and how can your product or service fit into those plans?

Challenges - What are the lead's biggest challenges, and how can your product or service help them overcome those challenges?

Timeline - When does the lead intend to make a purchasing decision?

GPCT is a useful framework because it helps sales teams understand the lead's broader business context and tailor their sales pitch accordingly.

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4. CHAMP

This framework helps sales teams identify the key factors that influence a lead's purchasing decision.

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Here's what each letter stands for:

Challenges - What are the lead's biggest challenges, and how can your product or service help them overcome those challenges?

Authority - Does the lead have the decision-making power to purchase your product or service?

Money -Does the lead have the financial means to purchase your product or service?

Prioritization - How does the lead prioritise their purchasing decisions?

CHAMP is a useful framework because it helps sales teams identify the most important factors that influence a lead's decision to become a customer.

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5. ANUM

This framework helps sales teams assess a lead's level of interest and readiness to make a purchase.

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Here's what each letter stands for:

Authority - Does the lead have the decision-making power to purchase your product or service?

Need - Does the lead have a genuine need for your product or service?

Urgency - How urgently does the lead need your product or service?

Money - Does the lead have the financial means to purchase your product or service?

ANUM is a useful framework because it helps sales teams identify which leads are most likely to convert into customers based on their level of interest and readiness to make a purchase.

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6. MEDDIC

This framework helps sales teams identify the key factors that influence a lead's purchasing decision and the steps involved in the decision-making process.

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Here's what each letter stands for:

Metrics -  What metrics does the lead use to justify purchasing decisions?

Economic Buyer - Who is the decision-maker or economic buyer within the lead's organization, and what is their budget for the purchase?

Decision Criteria - What criteria does the lead use to evaluate potential solutions?

Decision Process - What steps are involved in the lead's decision-making process?

Identify Pain - What are the lead's pain points, and how can your product or service address them?

Champion - Who within the lead's organisation can advocate for your product or service?

MEDDIC is a useful framework because it helps sales teams identify the key decision-makers and influencers within the lead's organization, as well as the specific pain points that your product or service can address.

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7. BEBEDC

The BEBEDC framework focuses on understanding the lead's budget, decision-making authority, timeline, desired benefits, evaluation criteria, and decision process.

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Here's what each letter stands for:

Budget: Does the lead have the financial resources to make a purchase?

Authority: Does the lead have the decision-making power or influence to proceed with the purchase?

Timeline: What is the lead's desired timeline for implementing a solution?

Benefits: What specific benefits or advantages does your product or service offer to address the lead's needs?

Evaluation: What evaluation criteria will the lead use to assess potential solutions?

Decision: What is the lead's decision-making process, and who else is involved?

By addressing these aspects, sales teams can effectively qualify leads and tailor their approach to meet the lead's specific requirements.

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8. SPIN

The SPIN framework centers around four key areas: situation, problem, implication, and need-payoff.

Situation: What is the current situation or context in which the lead operates?

Problem: What challenges or problems is the lead facing?

Implication: What are the consequences or implications of the problem for the lead's business?

Need-payoff: How can your product or service address the lead's problem and provide value?

It encourages sales teams to thoroughly understand the lead's situation and problems, articulate the implications of those problems, and demonstrate how their product or service can meet the lead's needs and provide a solution.

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And you, what lead scoring framework your are using with your team?

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Photo by Yan Kruka