Sales Academy

The definition of Sandler Selling is a consultative sales methodology that emphasizes trust-building, mutual qualification, and uncovering a buyer’s actual pain points before presenting a solution. Developed by David Sandler in 1967, this sales model is based on open and honest communication, along with a structured framework that positions the salesperson as a trusted advisor, […]

GAP Selling is a sales methodology that focuses on identifying the gap between a buyer’s current state and their desired future state. Instead of starting with a product pitch, GAP Selling encourages reps to lead with problem discovery. The goal is to understand what is holding the buyer back, quantify the business impact, and position […]

Conceptual Selling is a customer-focused sales methodology that emphasizes understanding the buyer’s idea of a solution rather than focusing solely on the product itself. Initially developed by Robert Miller and Stephen Heiman, this approach helps sales professionals align their conversations with how buyers define their needs, challenges, and desired outcomes. Instead of leading with features […]

The CHAMP sales qualification framework is a modern approach to identifying high-quality prospects by focusing on customer problems and purchase readiness. CHAMP stands for Challenges, Authority, Money, and Prioritization, and it’s designed to help sales teams lead with value instead of starting with budget. Unlike traditional qualification models that begin by asking about budget, CHAMP […]

The FAINT sales framework is a qualification methodology used to assess whether a prospect is a strong fit for your solution. FAINT stands for Funds, Authority, Interest, Need, and Timing. It helps sales professionals prioritize leads who may not yet have a defined budget but demonstrate potential buying intent and alignment. Unlike traditional frameworks that […]

Sales operations is a business function that supports and empowers a sales team to work more efficiently, predictably, and at scale. It involves managing the processes, tools, data, and performance strategies that help sales organizations operate smoothly and achieve their revenue targets. Rather than focusing on direct selling, sales operations work behind the scenes to […]

MEDDPICC is a B2B sales qualification framework that helps sales teams assess the quality of a deal and navigate complex buying cycles with confidence. Each letter in the acronym stands for a key area to evaluate: Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, and Competition. The MEDDPICC model is beneficial […]

Customer-centric is a sales approach that focuses on the buyer’s needs, goals, and challenges at every stage of the sales process. Rather than leading with product features or a fixed pitch, this model emphasizes understanding each customer’s unique situation and offering solutions that deliver real value. In a customer-centric framework, sales reps act as advisors. […]

Hybrid selling is a modern sales model that blends digital and in-person engagement to connect with buyers across multiple channels. It allows sales professionals to flex between virtual meetings, phone calls, emails, and face-to-face interactions based on the buyer’s preferences, stage in the buyer journey, and the complexity of the sale. Unlike traditional sales models […]

Monthly Recurring Revenue (MRR) is a metric that represents the predictable and recurring revenue a company expects to earn each month from active subscriptions or contracts. It is commonly used by SaaS (Software as a Service) and other subscription-based businesses to track growth, forecast future earnings, and measure overall financial health. MRR includes revenue from […]

Annual Recurring Revenue (ARR) is a key financial metric that reflects the predictable revenue a company expects to generate from subscriptions or recurring contracts over a 12-month period. SaaS sales and other subscription-based businesses commonly use ARR to monitor long-term revenue performance, measure customer growth, and forecast future earnings. ARR includes only recurring revenue, such […]

Sales objection handling is the process of responding to and resolving concerns that a potential buyer raises during the sales process. These concerns, known as sales objections, are reasons a prospect gives for not moving forward with a purchase. Common objections include price, timing, product fit, trust, or competing priorities. A sales objection is more […]