MEDDIC, SPIN or Challenger?
Process, methodology and framework solve problems at different layers. Mixing them up has a cost.
Comparison tables often put methodologies and frameworks side by side, but they are different things that solve problems at different layers. Process is a third layer, showing where a deal stands.
Mixing them up is expensive. A team gets new training because the forecast is off; new CRM fields are added because deals slip at the last stage. Money is spent and the problem stays, because it sits somewhere else.
In the field we see two patterns: companies with no defined approach, where experience leaves with the salesperson, and companies that name a methodology while everyone sells their own way.
This piece was originally written in Turkish. The full text is available on the Turkish version of this page.