Library
Sales resource library
Every framework, tool and guide in one place. Search by name or filter by what you sell.
38 resources
Tool · Beginner
Framework Finder
Answer seven questions and get the sales approach that fits your deal.
Tool · Advanced
Deal Room
Inspect an opportunity with MEDDPICC and see where the gaps are.
Tool · Intermediate
Account Planner
Plan a named account and map the stakeholders you are missing.
Tool · Intermediate
Value Calculator
Estimate ROI, payback, and three-year value for a business case.
Tool · Intermediate
Negotiation Toolkit
Prepared responses to the requests buyers make at the end of a deal.
Tool · Intermediate
Give/Get Planner
Plan trades before the call so nothing is given away for free.
Tool · Beginner
Framework Comparison
Put two frameworks side by side and see where they differ.
Guide · Beginner
Getting Into B2B Sales
A complete guide to breaking into B2B sales: roles, path, skills, and a job-search plan.
Guide · Beginner
Complete Guide to B2B Sales
What b2b sales involves, the skills that matter, and the resources to use.
Guide · Beginner
Complete Guide to Enterprise Sales
What enterprise sales involves, the skills that matter, and the resources to use.
Guide · Beginner
Complete Guide to High-Ticket Sales
What high-ticket sales involves, the skills that matter, and the resources to use.
Guide · Beginner
Complete Guide to Retail Sales
What retail sales involves, the skills that matter, and the resources to use.
Guide · Beginner
Complete Guide to Door-to-Door Sales
What door-to-door sales involves, the skills that matter, and the resources to use.
Guide · Beginner
Complete Guide to Inside Sales
What inside sales involves, the skills that matter, and the resources to use.
Guide · Beginner
Complete Guide to Field Sales
What field sales involves, the skills that matter, and the resources to use.
Guide · Beginner
Complete Guide to Automotive Sales
How selling works in automotive sales, and the skills that move the numbers.
Guide · Beginner
Complete Guide to Insurance Sales
How selling works in insurance sales, and the skills that move the numbers.
Guide · Beginner
Complete Guide to Real Estate Sales
How selling works in real estate sales, and the skills that move the numbers.
Framework · Advanced
MEDDPICC
Complex B2B qualification and deal inspection.
Framework · Intermediate
MEDDIC
The original qualification checklist for enterprise software.
Framework · Beginner
BANT
Fast lead qualification for simple deals.
Framework · Beginner
CHAMP
Qualification that starts with the challenge, not the budget.
Framework · Intermediate
SPICED
A revenue-team framework that links discovery to outcomes.
Framework · Intermediate
SPIN Selling
A question sequence that builds need in discovery.
Framework · Advanced
Challenger
Teach, tailor, and take control of the commercial conversation.
Framework · Intermediate
Solution Selling
Diagnose the problem before you propose a product.
Framework · Intermediate
Sandler
A mutual-qualification sales process with upfront contracts.
Framework · Advanced
Miller Heiman / Strategic Selling
Map buying influences and win complex, multi-stakeholder deals.
Framework · Intermediate
Command of the Message
A shared value message from pain to differentiated proof.
Framework · Intermediate
ValueSelling
Connect problems to quantified business value and a business case.
Framework · Advanced
Strategic Account Management
Plan and grow revenue in a small number of important accounts.
Framework · Intermediate
Land and Expand
Start small, prove value, then grow the account.
Framework · Intermediate
Account Mapping
Draw the organization, the power, and the gaps.
Framework · Beginner
Multi-threading
Build several real relationships inside one account.
Framework · Intermediate
Value-Based Negotiation
Negotiate on value and trades, not on discount.
Framework · Beginner
Give/Get
Never concede without an equal return.
Framework · Beginner
BATNA
Know your best alternative before you negotiate.
Framework · Beginner
Mutual Action Plans
A shared, dated plan from evaluation to go live.