Glossary
The PitchGenius glossary defines the five sales frameworks reps ask about most.
DISC, MEDDPICC, NEPQ, SPIN and Challenger, each traced to the person who built it and tied to where PitchGenius uses it, live while the call is running and in the readiness diagnosis after it ends.
The five terms
Pick a term
- SPIN selling
- A four-question sequence, Situation, Problem, Implication, Need-payoff, that lets the buyer state their own need.
- MEDDPICC
- An eight-part B2B qualification checklist for confirming metrics, buyers, process and competition before trusting a deal.
- DISC
- Four behavioral traits, Dominance, Influence, Steadiness and Conscientiousness, that tell a rep how fast to move with a buyer and how much proof to bring.
- NEPQ
- Neuro-Emotional Persuasion Questioning, Jeremy Miner's framework for lowering a buyer's defensiveness before asking about the problem.
- Challenger Sale
- Matthew Dixon and Brent Adamson's method built on teaching, tailoring and taking control of the conversation.
Every match above runs inside one place, the Buyer’s Blueprint, before a rep ever dials.
Frequently asked questions
01How does PitchGenius pick which technique to use?
PitchGenius's pre-call step builds a DISC and OCEAN read of the buyer and matches it to one of four techniques, SPIN, NEPQ, Challenger or hybrid. Thin evidence is steered toward hybrid rather than a confident single-technique pick, and low confidence can only ever reach a suggested state, never a locked one.
02Is MEDDPICC one of the techniques PitchGenius chooses between?
No. MEDDPICC is a post-call qualification checklist and sits outside the four pre-call technique choices. When a call captured MEDDPICC data, PitchGenius marks each of the eight checks as proved, partly proved or not proved yet, beside the post-call Buyer Readiness Index.
03Which method fits a short sale versus a long procurement cycle?
SPIN fits a complex sale with multiple stakeholders, not a low-value single-call transaction. MEDDPICC fits a long procurement cycle with a formal, written business case. Challenger fits a buyer who has not yet framed their own problem correctly, and NEPQ fits a buyer who has grown resistant to being pitched.