Supported methodologies
| Methodology | What it emphasizes |
|---|---|
| MEDDIC | Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion — strong fit for complex B2B deals with multiple stakeholders. |
| MEDDPICC | MEDDIC plus Paper Process and Competition — extends qualification when procurement and competitive displacement are central. |
| Sandler | Bonding & Rapport, Up-front Contracts, Pain, Budget, Decision, Fulfillment, Post-sell — aligns outputs with a pain-led, mutually agreed buying process. |
| Challenger | Teach, Tailor, Take Control — surfaces whether the conversation advanced insight-led selling and control of the deal. |
| BANT | Budget, Authority, Need, Timeline — lightweight qualification for faster cycles and simpler opportunities. |
| Custom | You describe your criteria in plain language — use when your playbook blends frameworks or is unique to your company. |
Configuring your framework
Choose a methodology
Select one of the built-in methodologies from the list, or choose Custom if your team uses its own definitions.
Define Custom (if needed)
If you picked Custom, describe your methodology or paste your criteria so Klipy can map conversations to your language.
How Klipy applies the framework
Once configured, the framework influences four areas of the product:- Meeting summaries — Summaries include a framework alignment section: which criteria showed up on the call, which were partially covered, and which remain unknown so reps know what to probe next.
- Follow-up drafts — Drafts use phrasing that advances uncovered criteria—for example, echoing timeline or budget threads and proposing concrete next steps (such as sending an ROI recap when budget approval was discussed).
- Deal scorecards (Pipelines) — Scorecards show framework coverage per deal: what is known versus still missing for each criterion, so managers can coach from the pipeline view.
- Coaching signals — Klipy flags when a call ended without addressing important criteria, so enablement and managers can spot gaps before the next touch.
Workspace vs. personal: Admins can set a workspace-wide default framework for everyone. Individual users can override that default under Settings → Personal → Sales Framework when their role or territory follows a different playbook.
New conversations only: Changing the framework does not rewrite past meeting summaries or rescore old deals. Only new conversations processed after you save use the updated methodology.
Related guides
- Meeting notetaker — where summaries and transcript-backed outputs are generated after each call.
- Pipelines — where deal scorecards and framework coverage appear alongside your pipeline.