From Challenger to SPICED

January 20, 2026

As a seller I’ve been trained on the Challenger Sale and recently I thought to myself how can I use this methodology to make smaller non-complex deals and that’s when I discovered SPICED.

Situation: how they do it today

Problem: where it breaks or creates stress

Impact: what that costs them in time, money, or sanity

Critical Event: why now

Decision Process: who says yes and how simple

And this perfectly maps $5k deals.