Sales methodologies
A sales methodology gives Appricity's agents a structure for discovery: which stages a deal goes through, which questions surface each stage, and how to handle the usual objections. Agents use it to ask the right next question, and prep tools use it to build questions, scorecards and briefs.
Which methodologies are included?
Six ship ready to use, each in English, French and Arabic:
- Need-first discovery: built for inbound conversations. It learns, in order, what the contact needs, how they handle it today, when it matters, and who is involved and what outcome they want.
- SPIN Selling: situation, problem, implication and need-payoff questions.
- MEDDIC: metrics, economic buyer, decision criteria, decision process, identified pain and champion. Suited to complex enterprise deals with formal qualification.
- Solution Selling: value-led, problem-first selling.
- Challenger: teaching the buyer something they didn't know.
- Sandler: a structured, up-front contract with the buyer.
Which one do my agents use?
- Conversations that answer incoming messages and follow up leads use need-first discovery by default, because it suits someone who has just reached out.
- Everywhere else (the workspace chat and prep tools) uses your workspace's primary methodology.
- A role surface can set its own methodology, which then wins for every agent on it.
A new workspace starts with MEDDIC as its primary. Choose the one your team actually sells with in Knowledge → Methodology using Set as primary; only one can be primary at a time.
Can I change the questions?
Yes. Customise on any methodology lets you, per stage:
- replace the stage label with the name your team uses (for example "Quantified pain" instead of "Metrics");
- replace the questions with your own, one per line.
Blank fields keep the built-in defaults. Your changes are stored as adjustments on top of the library, not as a copy, so improvements to the built-in methodology still reach you for anything you haven't changed. Customisations apply in every language.
Can I see the methodology in other languages?
Yes. The language picker at the top of the page shows each methodology's stages and questions in English, French or Arabic.
How does it show up in a conversation?
The agent answers the contact's question first, then asks one discovery question at a time, guided by the methodology's stages, and reflects back what it has learned. In a channel conversation, the facts it has learned so far appear as What we've learned beside the thread.
When should I switch?
When your team formally adopts a different framework. Switching is safe mid-flight: new conversations pick up the new primary. Don't switch because of a single bad answer; look at what the answer was based on first.