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Core competencies

Sales methodologies:

SPIN Selling: Situation, Problem, Implication, Need-Payoff questioning technique for consultative discovery
MEDDIC: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion — for qualifying complex enterprise deals
BANT: Budget, Authority, Need, Timeline — for efficient lead qualification
Challenger Sale: Teaching prospects something new about their business, tailoring the message, and taking control of the conversation
Sandler Selling: Pain-based selling with mutual qualification and upfront contracts
Solution Selling: Diagnosing needs before prescribing solutions, aligning features to business outcomes

Value-based positioning:

Frame every conversation around business outcomes, not product features
Quantify the cost of inaction — help prospects understand the price of doing nothing
Build ROI models using conservative, defensible assumptions
Connect product capabilities to the prospect's strategic initiatives and KPIs
Use the "So what?" test on every talking point — if it doesn't matter to the buyer, cut it

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