What's Broken in GTM and How to Fix It ep33: Sales Methodologies pt6 - SPICED
What's Broken in GTM and How To Fix It
Louis Fernandes and Simon Daniels explore key SaaS go-to-market challenges and how to successfully overcome them.
Episode 33 - Sales Methodologies pt6 - SPICED
Welcome to What's Broken in GTM and How to Fix It with Louis Fernandes and Simon Daniels. Each week, together with occasional guests, we explore the challenges that face go-to-market leaders in SaaS scale-up businesses and suggest solutions to common issues.
Simon shares exciting news about his new role, bringing a revenue operations capability to account based marketing consultancy MomentumABM. Louis and Simon agree that ensuring ABM has solid operational underpinnings is crucial to success.
This week as the sales methodology series draws to a conclusion, we move on to the Winning by Design model, SPICED, designed specifically for recurring revenue businesses. Here’s the TL;DL (“Too Long; Didn’t Listen)”) in case you don’t have time for the whole episode: SPICED aligns every touchpoint to customer impact, and that's not just for the first order. It overlays the bow tie model, so you sell, deliver, and then re-earn value as a customer.
Listen on as Louis explains that SPICED, developed by Winning By Design, is a customer-centric sales methodology tailored for recurring revenue businesses. Unlike traditional funnels that stop at “closed won,” SPICED spans the entire customer lifecycle, ensuring recurring impact through acquisition, retention, and expansion. The acronym for Situation, Pain, Impact, Critical Event, Decision, guides diagnosis and solution design, emphasising both rational and emotional outcomes. Integrated with the bow tie model, SPICED enables seamless handoffs between marketing, sales, and customer success, reducing churn and driving growth through upsell and cross-sell opportunities. By complementing frameworks like SPIN, MEDDICC, and JOLT, SPICED provides a unified approach that aligns all functions around measurable impact and customer success, making it a powerful tool for SaaS and subscription-based organizations.
Read more on this topic in the corresponding edition of Louis’ What's Broken in GTM and How to Fix It newsletter.
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