Most sales teams don’t lose deals because the product is bad.
They lose deals because discovery is vague… and the sales process has zero control.
In this episode of Structured to Scale (powered by Elefante RevOps), we compare **SPICED vs. Sandler** two popular methodologies that solve *different* problems:
✅ SPICED (Situation, Pain, Impact, Critical Event, Decision) = discovery that creates clarity + urgency
✅ Sandler = control, mutual commitment, and no more chasing “send me info” deals
✅ The common mistakes teams make with each
✅ The hybrid playbook: **use Sandler to set the rules, then run SPICED to diagnose, then Sandler to lock next steps**
If you want discovery calls that feel professional *and* a pipeline that doesn’t rely on hope… this one’s for you.
👉 Want help implementing this across your team (call scorecards, coaching cadence, CRM fields, and RevOps systems)?
Visit: https://elefanterevops.com