Sales Methodologies

Alva supports three sales methodologies out of the box. Every deal tracks against one methodology, and Alva uses your progress to calculate deal health, surface gaps, and suggest evidence from email conversations.

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Choosing a methodology

You can set your account’s default methodology in Settings → Sales Methodologies. This default is applied to new deals automatically, but you can override it on any individual deal.

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MEDDPICC

The most comprehensive methodology, designed for complex enterprise sales. Best for: Enterprise deals with long sales cycles, multiple stakeholders, and formal procurement processes.

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BANT

A straightforward qualification framework focused on four key criteria. Best for: SMB sales, shorter cycles, and deals where quick qualification matters.

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SPICED

A modern methodology focused on the prospect’s situation and the impact of your solution. Best for: Consultative selling where understanding the prospect’s world matters more than checking boxes.

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The methodology tracker

On every deal detail page, you’ll see a methodology tracker showing each criterion as a field you can fill in. The tracker shows:

• Completion percentage — how many fields have been filled
• Colour-coded progress — green for high completion, amber for partial, red for low
• Individual field status — which criteria are complete and which are missing

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Filling in methodology fields

Click any criterion to expand it and enter your notes. Be specific — the more detail you provide, the better Alva can assess deal health.

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AI suggestions from email

When Alva detects methodology-relevant evidence in your email conversations, a suggestion badge appears next to the relevant criterion. For example:

• A prospect mentions their budget → suggestion appears next to “Budget” (BANT) or “Metrics” (MEDDPICC)
• A prospect describes their decision process → suggestion for “Decision Process”
• A prospect mentions a competitor → suggestion for “Competition”

Click the suggestion to review the evidence and apply it with one click. The text from the email is added to the methodology field automatically.

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How methodology affects deal health

Methodology completion is a significant factor in deal health scoring. Deals with low completion percentage score lower — because incomplete qualification means higher risk. The specific impact depends on the deal’s stage:

• Early-stage deals (Discovery, Qualification) — some missing fields are expected
• Late-stage deals (Proposal, Negotiation) — missing fields are a red flag

Alva adjusts its expectations accordingly.