Reference · A1 definitional volume
Frameworks
13 terms. Named methodologies and models.
Frameworks · 13
- 4 PsProduct, Price, Place, Promotion The classical marketing-mix abstraction sitting beneath the GTM build sequence. Useful for messaging-level decisions but not a substitute for full GTM strategy. C1
- AIDAAttention, Interest, Desire, Action A classic funnel/communication model of buyer progression, historically used by marketing. C1
- BANTBudget, Authority, Need, Timing IBM's 1950s lightweight qualification framework. Four criteria for a fast read on whether a prospect can buy. Best for high-velocity, low-ACV, short-cycle deals with 1–2 decision makers. C1
- Bowtie Model Winning by Design's customer-journey model extending the funnel through post-sale: Acquisition (lead gen → development → qualification → closed-won) → Handoff (onboarding, first value) → Retention & Expansion (adoption → renewal → expansion). Visualizes the whole recurring-revenue lifecycle as a bowtie. C1
- CHAMPChallenges, Authority, Money, Prioritization A relationship/challenge-first qualification framework, leading with the buyer's problems rather than budget. C1
- GTM AI Maturity LadderGTM AI adoption model A maturity progression for AI in GTM: AI chatbots (reactive, content/research) -> AI copilots (narrow task automation) -> standalone agents (single customer-facing workflows like AI SDR) -> agentic OS (broad, proactive, auto-pilot, customizable guardrails and FinOps). Higher rungs add autonomy, breadth, proactiveness, and governance; most value sits at the top, most deployments at the bottom. C1
- GTM Operating SystemGTM Partners' eight pillars An advisory framework (GTM Partners) defining the core pillars every GTM strategy should cover; widely used as a checklist of components. C1
- MEDDICMetrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion; ext. MEDDICC (+Competition), MEDDPICC (+Paper Process) A deal-qualification methodology (Dunkel & Napoli, PTC, mid-1990s) for complex enterprise sales, applied continuously across the cycle. Best for $50K+ ACV, multi-stakeholder, long-cycle deals; its eight extended qualifiers map directly to deal-health scoring and forecasting. C1
- Sales Methodology A comprehensive set of principles guiding HOW a team sells across the whole cycle (e.g. MEDDIC, Challenger, SPICED), distinct from a one-time qualification framework. C1
- Sales Qualification Framework A checklist applied early to assess whether a lead/deal is worth pursuing (BANT, CHAMP, etc.). Often combined: a light one for SDRs, a deep one for AEs. C1
- SPICEDSituation, Pain, Impact, Critical Event, Decision Winning by Design's methodology focused on recurring impact and understanding the buyer's world; flexible across sales, CS, and account management. Built for the recurring-revenue era. C1
- STPSegmentation, Targeting, Positioning Classical framework: break the market into segments, choose the most attractive ones, then position against them. Feeds ICP definition. C1
- The Challenger SaleChallenger methodology A sales methodology (Dixon & Adamson) holding that top performers don't primarily build relationships — they teach the buyer something new about their business, tailor the message to each stakeholder, and take control of the commercial conversation. Built for complex, consensus-driven B2B buying. C1