FRAME: Buyer Enablement Pitch Framework 🤝
Why traditional qualification misses the mark & how to truly partner with buyers
✏️ by: Tiller HQ
📅 published: June 25
📈 for: Sales leaders, Head of Sales, Sellers
While frameworks like BANT and MEDDICC are designed to help sellers qualify deals, they often miss a crucial piece: the buyer's internal journey.
They ask, "Is this a good deal for us?" but fail to consider, "How do we make this decision easier for them?"
This is where FRAME comes in. It flips the perspective, turning sellers into buying coaches and empowering buyers to win their own internal sale. It’s about understanding and enabling the buyer’s decision-making process.
Let’s break down FRAME into five crucial components and explore how it transforms your sales approach.
FRAME: Buyer Enablement Pitch Framework 🤝
Why traditional qualification misses the mark & how to truly partner with buyers
✏️ by: Tiller HQ
📅 published: May 25
📈 for: Sales leaders, Head of Sales, Sellers
While frameworks like BANT and MEDDICC are designed to help sellers qualify deals, they often miss a crucial piece: the buyer's internal journey.
They ask, "Is this a good deal for us?" but fail to consider, "How do we make this decision easier for them?"
This is where FRAME comes in. It flips the perspective, turning sellers into buying coaches and empowering buyers to win their own internal sale. It’s about understanding and enabling the buyer’s decision-making process.
Let’s break down FRAME into five crucial components and explore how it transforms your sales approach.
FRAME: Buyer Enablement Pitch Framework 🤝
Why traditional qualification misses the mark & how to truly partner with buyers
✏️ by: Tiller HQ
📅 published: June 25
📈 for: Sales leaders, Head of Sales, Sellers
While frameworks like BANT and MEDDICC are designed to help sellers qualify deals, they often miss a crucial piece: the buyer's internal journey.
They ask, "Is this a good deal for us?" but fail to consider, "How do we make this decision easier for them?"
This is where FRAME comes in. It flips the perspective, turning sellers into buying coaches and empowering buyers to win their own internal sale. It’s about understanding and enabling the buyer’s decision-making process.
Let’s break down FRAME into five crucial components and explore how it transforms your sales approach.
FRAME: Buyer Enablement Pitch Framework 🤝
Why traditional qualification misses the mark & how to truly partner with buyers
✏️ by: Tiller HQ
📅 published: June 25
📈 for: Sales leaders, Head of Sales, Sellers
While frameworks like BANT and MEDDICC are designed to help sellers qualify deals, they often miss a crucial piece: the buyer's internal journey.
They ask, "Is this a good deal for us?" but fail to consider, "How do we make this decision easier for them?"
This is where FRAME comes in. It flips the perspective, turning sellers into buying coaches and empowering buyers to win their own internal sale. It’s about understanding and enabling the buyer’s decision-making process.
Let’s break down FRAME into five crucial components and explore how it transforms your sales approach.
🔍 F - Friction
Whats slowing them down?
Most buying journeys are full of internal blockers: approvals, resistance to change, unclear priorities. Ignoring these is a sure path to "no-decision."
Ask:
What internal resistance are they up against?
What do they see as the biggest risks?
What past decisions have failed and why?
🎯 Your Job: Identify emotional, political, and practical friction, then provide the answers and collateral to ease friction on the journey.
💯🚀🎯 Tips 💯🚀🎯
Dig Deeper than the Obvious: Don't just ask about budget. Probe for "soft" friction like fear of change or internal politics.
Leverage Past Failures: Understanding what went wrong before provides invaluable insights into their current anxieties and potential roadblocks.
Proactive Risk Mitigation: Don't wait for concerns to surface. Anticipate and address them by providing relevant data, testimonials, or internal champions.
🔍 F - Friction
Whats slowing them down?
Most buying journeys are full of internal blockers: approvals, resistance to change, unclear priorities. Ignoring these is a sure path to "no-decision."
Ask:
What internal resistance are they up against?
What do they see as the biggest risks?
What past decisions have failed and why?
🎯 Your Job: Identify emotional, political, and practical friction, then provide the answers and collateral to ease friction on the journey.
💯🚀🎯 Tips 💯🚀🎯
Dig Deeper than the Obvious: Don't just ask about budget. Probe for "soft" friction like fear of change or internal politics.
Leverage Past Failures: Understanding what went wrong before provides invaluable insights into their current anxieties and potential roadblocks.
Proactive Risk Mitigation: Don't wait for concerns to surface. Anticipate and address them by providing relevant data, testimonials, or internal champions.
🔍 F - Friction
Whats slowing them down?
Most buying journeys are full of internal blockers: approvals, resistance to change, unclear priorities. Ignoring these is a sure path to "no-decision."
Ask:
What internal resistance are they up against?
What do they see as the biggest risks?
What past decisions have failed and why?
🎯 Your Job: Identify emotional, political, and practical friction, then provide the answers and collateral to ease friction on the journey.
💯🚀🎯 Tips 💯🚀🎯
Dig Deeper than the Obvious: Don't just ask about budget. Probe for "soft" friction like fear of change or internal politics.
Leverage Past Failures: Understanding what went wrong before provides invaluable insights into their current anxieties and potential roadblocks.
Proactive Risk Mitigation: Don't wait for concerns to surface. Anticipate and address them by providing relevant data, testimonials, or internal champions.
🚦 R - Readiness
Are they ready to buy or just exploring?
Is there real urgency, or is this a side project? Understanding their internal journey stage is critical to effective engagement.
Ask:
Why this, why now?
What’s already been approved or scoped?
What happens if they do nothing?
🎯 Your Job: Help them turn interest into urgency or nurture strategically if they’re not ready.
💯🚀🎯 Tips 💯🚀🎯
Uncover the "Why Now": This goes beyond pain points. It's about understanding the internal catalysts driving their current exploration
Assess Internal Momentum: What internal steps have they already taken? This indicates their level of commitment and readiness.
Quantify the Cost of Inaction: Help them articulate the negative consequences of maintaining the status quo, turning a vague problem into a pressing need.
🚦 R - Readiness
Are they ready to buy or just exploring?
Is there real urgency, or is this a side project? Understanding their internal journey stage is critical to effective engagement.
Ask:
Why this, why now?
What’s already been approved or scoped?
What happens if they do nothing?
🎯 Your Job: Help them turn interest into urgency or nurture strategically if they’re not ready.
💯🚀🎯 Tips 💯🚀🎯
Uncover the "Why Now": This goes beyond pain points. It's about understanding the internal catalysts driving their current exploration
Assess Internal Momentum: What internal steps have they already taken? This indicates their level of commitment and readiness.
Quantify the Cost of Inaction: Help them articulate the negative consequences of maintaining the status quo, turning a vague problem into a pressing need.
🚦 R - Readiness
Are they ready to buy or just exploring?
Is there real urgency, or is this a side project? Understanding their internal journey stage is critical to effective engagement.
Ask:
Why this, why now?
What’s already been approved or scoped?
What happens if they do nothing?
🎯 Your Job: Help them turn interest into urgency or nurture strategically if they’re not ready.
💯🚀🎯 Tips 💯🚀🎯
Uncover the "Why Now": This goes beyond pain points. It's about understanding the internal catalysts driving their current exploration
Assess Internal Momentum: What internal steps have they already taken? This indicates their level of commitment and readiness.
Quantify the Cost of Inaction: Help them articulate the negative consequences of maintaining the status quo, turning a vague problem into a pressing need.
🤝 A - Alignment
Who needs to say yes and are they aligned?
Buyers often underestimate the sheer number of stakeholders they need to win over. You can’t enable the buyer if you don’t understand the group dynamic.
Ask:
Who’s involved in the decision?
What does each person care about?
Is there internal disagreement?
🎯 Your Job: Equip your champion to win over each persona with personalised proof points
💯🚀🎯 Tips 💯🚀🎯
Map the Decision-Making Unit: Go beyond titles. Understand individual roles, influence, and personal motivations.
Identify Stakeholder Motivations: What's in it for each person? Tailor your messaging and enablement materials to resonate with their specific concerns and goals.
Uncover Internal Disagreements: Address internal politics proactively. Help your champion navigate conflicting priorities or opposing viewpoints.
🤝 A - Alignment
Who needs to say yes and are they aligned?
Buyers often underestimate the sheer number of stakeholders they need to win over. You can’t enable the buyer if you don’t understand the group dynamic.
Ask:
Who’s involved in the decision?
What does each person care about?
Is there internal disagreement?
🎯 Your Job: Equip your champion to win over each persona with personalised proof points
💯🚀🎯 Tips 💯🚀🎯
Map the Decision-Making Unit: Go beyond titles. Understand individual roles, influence, and personal motivations.
Identify Stakeholder Motivations: What's in it for each person? Tailor your messaging and enablement materials to resonate with their specific concerns and goals.
Uncover Internal Disagreements: Address internal politics proactively. Help your champion navigate conflicting priorities or opposing viewpoints.
🤝 A - Alignment
Who needs to say yes and are they aligned?
Buyers often underestimate the sheer number of stakeholders they need to win over. You can’t enable the buyer if you don’t understand the group dynamic.
Ask:
Who’s involved in the decision?
What does each person care about?
Is there internal disagreement?
🎯 Your Job: Equip your champion to win over each persona with personalised proof points
💯🚀🎯 Tips 💯🚀🎯
Map the Decision-Making Unit: Go beyond titles. Understand individual roles, influence, and personal motivations.
Identify Stakeholder Motivations: What's in it for each person? Tailor your messaging and enablement materials to resonate with their specific concerns and goals.
Uncover Internal Disagreements: Address internal politics proactively. Help your champion navigate conflicting priorities or opposing viewpoints.
🗺 M - Map
What's their internal process to get this done?
Every company has a buying maze – legal, security, finance, procurement. Most buyers don’t have a clear map.
Ask:
What’s the approval process? Who signs?
What hurdles have blocked past purchases?
What does the timeline look like — and what could break it?
🎯 Your Job: Co-create a Mutual Action Plan that reflects their real-world workflow.
💯🚀🎯 Tips 💯🚀🎯
Beyond the Org Chart: Understand the informal processes and unspoken rules that govern internal approvals.
Learn from Past Pitfalls: Ask about previous purchases that got stuck or failed. This illuminates potential landmines.
Collaborate on the Timeline: Don't impose your sales cycle. Work with the buyer to build a realistic internal timeline, identifying potential delays.
🗺 M - Map
What's their internal process to get this done?
Every company has a buying maze – legal, security, finance, procurement. Most buyers don’t have a clear map.
Ask:
What’s the approval process? Who signs?
What hurdles have blocked past purchases?
What does the timeline look like — and what could break it?
🎯 Your Job: Co-create a Mutual Action Plan that reflects their real-world workflow.
💯🚀🎯 Tips 💯🚀🎯
Beyond the Org Chart: Understand the informal processes and unspoken rules that govern internal approvals.
Learn from Past Pitfalls: Ask about previous purchases that got stuck or failed. This illuminates potential landmines.
Collaborate on the Timeline: Don't impose your sales cycle. Work with the buyer to build a realistic internal timeline, identifying potential delays.
🗺 M - Map
What's their internal process to get this done?
Every company has a buying maze – legal, security, finance, procurement. Most buyers don’t have a clear map.
Ask:
What’s the approval process? Who signs?
What hurdles have blocked past purchases?
What does the timeline look like — and what could break it?
🎯 Your Job: Co-create a Mutual Action Plan that reflects their real-world workflow.
💯🚀🎯 Tips 💯🚀🎯
Beyond the Org Chart: Understand the informal processes and unspoken rules that govern internal approvals.
Learn from Past Pitfalls: Ask about previous purchases that got stuck or failed. This illuminates potential landmines.
Collaborate on the Timeline: Don't impose your sales cycle. Work with the buyer to build a realistic internal timeline, identifying potential delays.
📦 E - Enablement Plan
What do they need to sell this internally?
Think beyond generic case studies. Buyers need tailored internal ammo: budget justifications, internal decks, risk mitigation strategies, etc.
Ask:
What will you need to present internally?
What concerns are you expecting from leadership?
Would it help if I gave you a [ROI analysis / internal pitch deck / email template]?
🎯 Your Job: Make it easy for them to sell the solution when you're not in the room.
💯🚀🎯 Tips 💯🚀🎯
Become Their Internal Marketing Team: Provide them with the precise materials they need to make their case internally.
Anticipate Objections: Help them prepare for likely pushback from leadership or other departments.
Offer Specific, Actionable Tools: Don't just suggest. Provide concrete examples and templates they can immediately adapt.
📦 E - Enablement Plan
What do they need to sell this internally?
Think beyond generic case studies. Buyers need tailored internal ammo: budget justifications, internal decks, risk mitigation strategies, etc.
Ask:
What will you need to present internally?
What concerns are you expecting from leadership?
Would it help if I gave you a [ROI analysis / internal pitch deck / email template]?
🎯 Your Job: Make it easy for them to sell the solution when you're not in the room.
💯🚀🎯 Tips 💯🚀🎯
Become Their Internal Marketing Team: Provide them with the precise materials they need to make their case internally.
Anticipate Objections: Help them prepare for likely pushback from leadership or other departments.
Offer Specific, Actionable Tools: Don't just suggest. Provide concrete examples and templates they can immediately adapt.
📦 E - Enablement Plan
What do they need to sell this internally?
Think beyond generic case studies. Buyers need tailored internal ammo: budget justifications, internal decks, risk mitigation strategies, etc.
Ask:
What will you need to present internally?
What concerns are you expecting from leadership?
Would it help if I gave you a [ROI analysis / internal pitch deck / email template]?
🎯 Your Job: Make it easy for them to sell the solution when you're not in the room.
💯🚀🎯 Tips 💯🚀🎯
Become Their Internal Marketing Team: Provide them with the precise materials they need to make their case internally.
Anticipate Objections: Help them prepare for likely pushback from leadership or other departments.
Offer Specific, Actionable Tools: Don't just suggest. Provide concrete examples and templates they can immediately adapt.
🚀 Implementing FRAME
💯🚀🎯 Tips 💯🚀🎯
Integrate into Existing Workflows: Don't treat FRAME as an add-on. Weave its principles into your existing sales methodologies and CRM notes.
Train Your Champions: The success of FRAME hinges on equipping your internal champion. Provide them with the knowledge and tools to navigate their internal landscape effectively.
FRAME scorecard: Understand how your team are enabling your buyers with Tillers automated FRAME scorecard. Identify how to enable your buyers and start supporting your team to do it within a few pitches.
🚀 Implementing FRAME
💯🚀🎯 Tips 💯🚀🎯
Integrate into Existing Workflows: Don't treat FRAME as an add-on. Weave its principles into your existing sales methodologies and CRM notes.
Train Your Champions: The success of FRAME hinges on equipping your internal champion. Provide them with the knowledge and tools to navigate their internal landscape effectively.
FRAME scorecard: Understand how your team are enabling your buyers with Tillers automated FRAME scorecard. Identify how to enable your buyers and start supporting your team to do it within a few pitches.
🚀 Implementing FRAME
💯🚀🎯 Tips 💯🚀🎯
Integrate into Existing Workflows: Don't treat FRAME as an add-on. Weave its principles into your existing sales methodologies and CRM notes.
Train Your Champions: The success of FRAME hinges on equipping your internal champion. Provide them with the knowledge and tools to navigate their internal landscape effectively.
FRAME scorecard: Understand how your team are enabling your buyers with Tillers automated FRAME scorecard. Identify how to enable your buyers and start supporting your team to do it within a few pitches.