These tools come from 25 years of working in B2B sales — across industries, company sizes, and a fair number of market cycles. They are not revolutionary. They were never meant to be.
What they are is field-tested. Built from real deals, real pipelines, and real conversations with buyers and sales leaders who had neither the time nor the patience for theory. Simplified where possible. Still messy in places, because the work is.
Most companies already have versions of these tools. Chances are you have a deal qualification method, some way to run a pipeline review, and a sense of where deals tend to die. Good — that means you understand the problem. What these materials offer is a structure to compare against what you already have: test it, adapt it, or use it to challenge what you thought you knew.
They also work for people who are new to B2B sales. Not as a beginner's guide — more as a window into how a structured process actually holds together. Work through a qualification framework on a live deal. Read the Sales Health Check from start to finish. The logic behind the process becomes visible quickly.
Which matters to us, because we believe sales is a craft. It can be learned. It should be. The best sellers we've worked with got better because they understood what they were doing and why — not just how. These tools are part of that argument.
Take what's useful. Adapt what doesn't fit. Discard the rest.
Every resource addresses one of six disciplines. Find the area where you need the most leverage.
Download directly — no account, no sign-up needed.
A practical health check that tells you whether a deal is strong enough for the stage it's in. You rate the same criteria at every DECIDE phase (Discover, Educate, Challenge, Influence, Direct, Execute) on a 0 to 5 scale, and each phase has to clear a rising bar to count as on track. Criteria sit in six categories, so it's easy to see where a deal is thin. A dashboard charts your score against the minimum for each phase, and an instructions sheet covers the rest. It's an editable Excel file.
The Pre-Call Planning Sheet turns fifteen focused minutes into more won deals. Built on proven sales preparation practices, it walks you through everything that should happen before you dial: researching the account and trigger, defining a single concrete call objective, mapping the stakeholders in the room, preparing your best questions and answers to likely objections, and securing the next step before anyone hangs up. Reps who plan their calls consistently close far more than those who improvise — this sheet makes that discipline repeatable. Part of the DECIDE framework (Phase 1: Discover).
A working MEDDPICC scorecard for qualifying complex B2B deals. You score all eight elements (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition) against six sub-questions each, and back every score with evidence and a concrete next action. The scores add up to one number out of 240 and a qualification status, so you can see where a deal actually stands and what to fix. There's a dashboard for management and a guide that explains every criterion. It's an editable Excel file.
Overview of the most widely used B2B sales methodologies — MEDDPICC, SPIN, Challenger and others. Helps you identify which approach fits your sales environment and where to apply each framework.
Rapid diagnostic checklist for assessing the health of an active deal. Surfaces risks and gaps early so you can course-correct before it is too late.
One-page strategy canvas based on the Playing to Win framework — where to play, how to win. Sharpens your competitive positioning on a single page.
Stage-gate checklist covering the key steps and criteria at each phase of a deal. Creates a repeatable, disciplined deal process.
Kickoff presentation template for the transition from sales to delivery after contract signature. Ensures a smooth handover and protects the value established during the sale.
Curated question set for discovery conversations — structured to surface needs, priorities, and decision dynamics systematically.
Framework for developing a measurable business-focused value proposition — outcomes and impact over features and functions. Helps buyers understand the value of your solution in their own terms.
Template for defining your Ideal Customer Profile (ICP) and key decision-maker personas. Focuses acquisition on the right accounts and reduces time spent on the wrong prospects.
Per-meeting planning template covering objective, attendees, agenda, and confirmed next step. Ensures every conversation is prepared, focused, and moves the deal forward.
Overview of all proposal versions with status, date, and recipient. Keeps every version traceable and ensures the right document reaches the right person.
Shared action list with owner, due date, and status. Creates accountability across the deal team and ensures nothing falls through the cracks between meetings.
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