The library

41 free playbooks from sellers who still sell. Filter by topic or role, or follow a track.

10 playbooks
Discovery

Running discovery without sounding like a survey

PDF · 14 pages
4,557 downloadsFree
Discovery

The Discovery Question Bank

PDF · 15 pages
3,737 downloadsFree
Discovery

The Discovery Runsheet: Thirty Minutes

PDF · 1 page
2,448 downloadsFree
Discovery

Which Qualification Framework, And When

PDF · 2 pages
2,228 downloadsFree
Discovery

MEDDPICC: Eight Questions Per Letter

PDF · 3 pages
2,119 downloadsFree
Cold Calling

The Buyer Signals Card

PDF · 2 pages
1,889 downloadsFree
Discovery

The Disqualification Card

PDF · 2 pages
1,764 downloadsFree
Discovery

SPICED, And The Lines That Join It Up

PDF · 2 pages
1,484 downloadsFree
Discovery

The Champion Test: Ten Checks

PDF · 1 page
1,370 downloadsFree
Discovery

The Buying Committee Map

PDF + Excel · 3 pages
1,160 downloadsFree