Configure sales methodology

Sales methodology configuration tells GTM Engine which qualification framework your team uses when evaluating opportunities. You can start from a preset such as MEDDIC, BANT, or Gap Selling, or define a custom methodology that matches your sales process.

Before you start

• Review your pipeline stages so the methodology fits the way deals move through your process.
• Use an account with permission to manage product configuration.

Open sales methodology

Go to Settings → Configuration → Sales Process → Sales Methodology.

The page shows methodology presets and the letter or criterion descriptions that GTM Engine should use during opportunity analysis.

Choose a preset

Select a preset when your team already follows a common qualification framework.

Examples include:

• MEDDIC for metrics, economic buyer, decision criteria, decision process, identify pain, and champion.
• BANT for budget, authority, need, and timeline.
• Gap Selling for Keenan’s six-part scorecard: Physical & Literal, Problem, Impact, Root Cause, Desired Outcome, and Gap.
• Other saved frameworks your workspace supports.

Choosing a preset gives you a starting structure. You can still edit the descriptions so they match your team's language.

Customize criteria

For each methodology criterion, describe what strong evidence looks like.

Good descriptions answer:

• What information should sellers or managers look for?
• What evidence should GTM Engine consider when reading calls, emails, notes, and CRM fields?
• What should count as missing, weak, or strong qualification evidence?

Keep descriptions specific enough that different users would evaluate the same deal similarly.

Save the methodology

Click Save Changes after selecting or editing the methodology.

Future opportunity analysis can use the saved framework to identify qualification gaps, summarize deal quality, and explain what information is still missing.

When Gap Selling is selected, GTM Engine also tracks reportable Gap Score fields on opportunities. These fields are Gap Selling-specific: GTM Engine generates and surfaces them when the organization uses Gap Selling, so teams using MEDDIC, BANT, SPICED, or a custom methodology should rely on their own methodology progress instead.

• Financial Gap — the total quantified annualized financial gap / cost of inaction.
• Gap Confidence — a 0–100 confidence score in the evidence and calculation behind that dollar value.
• Confidence-Weighted Gap — the financial gap after confidence weighting.
• Current-State Value — the buyer-validated cost, leakage, missed upside, or baseline in the current state.
• Desired-Outcome Value — the buyer-validated annual value of reaching the desired outcome.
• Gap-to-Price Multiple — the financial gap divided by the opportunity price.
• Business Case Status — healthy, at risk, or needs discovery based on whether the quantified gap supports the deal.
• Gap Evidence — structured citations that connect claims to meeting, transcript, activity, contact, or other source evidence.

Use the Gap-to-Price Multiple as a business-case check: a healthy Gap Selling opportunity should usually show a financial gap at least 10x larger than the proposed price. If the status is at risk or needs discovery, use the next conversation to validate current-state cost, desired-outcome value, root cause, and the buyer's own words.