Choosing and customising a methodology
A methodology tells Appricity's agents how to run discovery and tells the prep tools what a qualified deal looks like. This guide helps you pick one, adapt it to your team, and decide where it applies.
Which methodology should be my primary?
Pick the one your team actually uses, not the one you'd like to use. As a guide:
| If your team… | Choose |
|---|---|
| sells enterprise deals with formal qualification | MEDDIC |
| leads with situation and problem questions | SPIN |
| sells value first, problem before product | Solution Selling |
| teaches buyers something new about their business | Challenger |
| sets an up-front contract with each buyer | Sandler |
| mostly answers inbound enquiries | Need-first discovery |
How do I set it?
- Open Knowledge → Methodology.
- Use the language picker to read the stages and questions in English, French or Arabic.
- On the methodology you want, choose Set as primary. Only one can be primary; the previous one is demoted.
New conversations in the workspace chat and new prep-tool outputs use the new primary straight away. Existing conversations aren't rewritten.
Where is the primary not used?
- Answering incoming messages and following up leads uses need-first discovery by default, because someone who has just reached out needs their question answered before any qualification framework.
- A role surface can name its own methodology. If it does, every agent on that role surface uses it, wherever they're talking.
To run MEDDIC in inbound conversations, for example, set MEDDIC on the role surface of the agent that answers that channel.
How do I adapt the questions to my team?
- Choose Customise on the methodology.
- For each stage, optionally enter a Custom label (the name your team uses) and your own Questions, one per line.
- Save.
Leave a field blank to keep the built-in default. Your changes sit on top of the library rather than replacing it, so you keep any improvements to stages you haven't changed.
Customisations apply in every language, so if you sell in French or Arabic, write questions that work in each language you use, or keep the built-in translated questions.
How do I check it's working?
- Generate discovery questions in Prep tools: they should now read the way your team asks.
- Open Try it on a channel and play a prospect: the agent should ask one question at a time, in the order your methodology suggests.
- Build a qualification scorecard from real call notes and check the criteria make sense.
When should I change it?
When your team formally changes how it sells. Don't switch because of one bad answer: look at what the answer was based on first, since most bad answers come from missing knowledge, not the methodology.