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 or BANT, 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.
• 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.