“Both frameworks say the same thing: no economic buyer, no number. Fix the number first.”
7 jobs reps bring under methodologyHeld in your own method, on your own scorecardKnow the methodology cold.
Gap Selling, MEDDPICC, ValueSelling: understand the framework, then apply it to the deal you are working, long after the slide it was taught on.
Two lenses, one deal. What Gap Selling flags, what MEDDPICC flags, where they disagree.
Specimen data. Every name, date and number in the card is made up to show the shape.
KeenanTwo lenses · Brightwater- Problem named
- Impact in his number
- Root cause agreed
- Future state described
- Metrics
- Economic buyer
- Decision criteria
- Champion
Where they agree: no number, no economic buyer. Where they differ: MEDDPICC would go to the CFO now; Gap Selling says get the number from Tomas first, because the CFO will ask for it.
7 things reps bring under methodology.
Master sales methodology is the use case of closing the gap between knowing a framework and using it. Understanding a methodology concept is one of the single most common jobs reps bring to a coach, and that volume tells you something: methodology training is taught once, then drifts. A rep can recite the steps of their framework and still not run them on a live call under pressure. That is Performance Drift, and it is exactly what this use case addresses. Keenan is built on Gap Selling and, if you ask, will also coach against MEDDPICC, MEDDIC, or SPIN alongside it. Any coach here explains the concept in plain terms on demand, but the work that matters is the second half: applying the framework to the real deal in front of you, so the methodology becomes behaviour and stops being a diagram you remember from a workshop. If your team's primary methodology is MEDDPICC or a custom playbook, Caty is the Enterprise coach configured to it; for ValueSelling Framework®, that is Val.
01Understand a methodology conceptGet a framework explained in plain terms, on demand.+
Training decks explain a methodology once, in the abstract, months ago, to a room of people who were not yet working the deal that would have made it concrete. Your coach explains any concept (the gap between current and future state, a specific MEDDPICC element like Economic Buyer or Decision Criteria, a ValueSelling step) in plain language, the moment you need it, with an example from a situation like yours, and answers the follow-up question the training never had time for, the 'but what if the buyer says...' that the slide skipped. You come away understanding the concept, where before you only recognised the term, and the understanding arrives when a live deal needs it.
02Apply the methodology to a real dealRun your actual pipeline through the framework.+
This is where methodology stops being knowledge and becomes behaviour. Instead of the tidy textbook example everyone aces in the workshop, you bring a real, messy deal and your coach runs it through the framework with you: where the gap is asserted but never proven, which MEDDPICC element is being scored on hope with no evidence behind it, where the buyer's metrics are missing, what the methodology says your actual next move should be. Once you have run the framework on a live deal with a coach watching, you start reaching for it unprompted on the next one, when no one is watching.
03Get a methodology recap before a callA fast refresher on the part you need in the next conversation.+
Before a call you do not need the whole methodology, you need the one part that applies to the next thirty minutes. Your coach gives you a fast, focused recap matched to the call you are walking into: the discovery structure for a first call, the qualification elements to test for a deal review, the value-anchoring for a pricing conversation. The part of the methodology you need is fresh in the ten minutes before the call, so you run it on purpose and do not have to reconstruct it afterwards.
04Compare how two methodologies frame a dealSee the same deal through Gap Selling and MEDDPICC, then reach for the sharper lens.+
Most reps know one methodology and quietly treat it as the whole picture. But a deal that is stalled because no one can reach the economic buyer is a MEDDPICC problem, and a deal that is stalled because no one has quantified the cost of inaction is a Gap Selling problem. Your coach can take a real deal and read it through more than one framework: what Gap Selling flags, what MEDDPICC flags, where they agree, and where one of them sees a risk the other misses. Do this and you stop forcing every deal through the one framework you happen to know, and learn to reach for the lens that explains why this deal is stuck.
05Find the step you keep skippingWhen you keep losing at the same stage, name the move you are not making.+
Reps rarely abandon a whole methodology. They skip one step, the same one, on every deal, and it is almost always the uncomfortable one: quantifying the cost in the buyer's own numbers, confirming the economic buyer is real, testing the decision criteria you have been assuming. Looking across a run of your deals, your coach helps you see the pattern in your own execution, the part of the framework you keep asserting and never prove. Name it and you stop reading a run of losses as bad luck and fix the one repeatable gap, and that is where a win rate moves.
06Get up to speed on a new methodology fastJoined a team that runs a framework you have never used? Close the gap quickly.+
A rep who has run SPIN for five years and joins a MEDDPICC team is not a beginner, but they are not fluent either, and the certification deck will not make them fluent. Your coach helps you bridge from the framework you know to the one the team runs: where the two overlap, where the new one asks for something your old habits skip, and which concept will trip you up first. You can then practise the new framework on a real deal until it is natural. The payoff is competence in the team's methodology in days of coached practice, where the alternative is a quarter of trial and error on live pipeline.
07Pressure-test a deal against the methodologyRun a deal review the way a sharp manager would, before the real one.+
A pipeline review with a manager is where weak methodology gets exposed: the gap that was assumed, the economic buyer nobody has met, the criteria scored on hope. Your coach lets you run that review on yourself first, taking the deal and interrogating it against the framework the way a demanding manager would, pushing on every element you have marked as solid until you can either defend it with evidence or admit it is a guess. You then walk into the real deal review having already found your own weak spots, so the conversation is about the next move.
Which methodology is Keenan built on?
Gap Selling, the methodology by Keenan and A Sales Growth Company. Keenan carries that methodology and its way of running discovery. If you ask, Keenan will also coach against MEDDPICC, MEDDIC, or SPIN alongside Gap Selling.
Can Keenan coach my team's methodology if it is not Gap Selling?
Keenan will coach MEDDPICC, MEDDIC, or SPIN alongside Gap Selling on request. If you want a coach whose primary methodology is MEDDPICC, MEDDIC, CHAMP, or a custom playbook, that is Caty, available on Enterprise and configured to your playbook by a Replicate Labs partner. For the ValueSelling Framework®, that is Val.
Why apply the methodology to a real deal and skip the abstract version?
Because abstract methodology training is exactly what drifts. Reps can recite a framework and still not run it under pressure. Applying it to a live deal with coaching is what turns the framework from a diagram into behaviour you reach for unprompted.
Is MEDDPICC still trademarked?
MEDDPICC is an open framework anyone can use without a licence. Caty coaches it as a primary methodology on Enterprise, and Keenan will coach against it alongside Gap Selling if you ask.
Can the coach explain a concept the moment I need it, mid-deal?
Yes. That is the point of coaching inside the workflow. You can ask for a plain-language explanation or a focused recap whenever it is relevant, including in the ten minutes before a call.
Bring the deal and the framework. Your coach runs one through the other.
Bring us a live deal and we will run your framework over it. Arrange a working session to have Caty or Val set up in the method your team runs.
