SPICED

SPICED is a popular sales methodology created by Wiinning by Design, and provides a sales qualification framework guiding business conversations and opportunity analysis. It examines the:

Situation - Current state, challenges, changes prompting need

Problem - Impacts, pains, risks, costs

Implication - Consequences if unaddressed

Cause - Root factors contributing to the problem

Effect - Tangible results occurring due to the issues

Dissatisfaction - Frustrations with current options

Vetting SPICED criteria during the needs analysis phase of the sales process equips teams to pursue only opportunities demonstrating strong alignment to solutions. It provides a measured methodology to qualify prospects based on fit and revenue potential versus chasing any lead.