the book
A field manual, worn in by real deals on real teams. It gets more religious the more you trust its deliverables.
- Amazon#1 New Release
- 12+countries reading
- $100M+sales orgs adopted
No excuses. Start today.
6 Seats. 1 Common Frame
The book reads as six role-based guides · each one teaches the same five movements through the eyes of who is using them on Tuesday at ten.
- Guide 01
AE / SE
· How to forecast deals your CRO will defendThe five movements through the eyes of the seller in the room · how to score your own pipe, what to do at zero, and which call earns the next call.
- Guide 02
BDR / SDR
· How to convert curiosity into propensityOutbound and discovery through the framework · how to turn a Trigger into a buyer-validated Outcome before passing the deal up.
- Guide 03
Coach / Manager
· How to run a five-minute deal reviewThe manager calibration layer · the prompts that replace 'how confident are you?' and the rhythm that makes coaching feel observed, not graded.
- Guide 04
CSM / Renewals
· How to catch churn before it shows up in NRRThe framework applied to account health · how 4 / 10 renewals get the attention 4 / 10 new logos already do.
- Guide 05
RevOps
· How to build a forecast roll-up the board will trustThe instrumentation layer · custom fields, inspection cadences, and how to retire the rituals that produce more noise than signal.
- Guide 06
Leader / CRO
· How to eliminate the 15% haircut on your forecast callThe executive frame · what to ask, what to retire, and how to stop discounting the number on your way to the board meeting.
Six lines worth underlining.
From across the manuscript. The kind reps print and tape above their monitors.
"A forecast that survives Monday but never lands Friday is not a forecast. It is a feeling someone agreed to be polite about."
"Insight is not the rep's favorite slide. It is the one observation the buyer would not have brought to the table themselves."
"A Mutual Action Plan the buyer is not editing is just a checklist the seller is carrying. Carrying is not closing."
"When the buyer's CFO redlines your math, the deal stops being your case and becomes their decision."
"Leadership at fact means an exec on your side has had a real conversation with an exec on theirs. Anything less is a sponsor in name only."
"You do not get to call a deal real because you believe in it. The buyer's behavior decides what is real."
Share the framework. Share the truth.
The framework is the foundation. The book is the vehicle. The Audit mixer is the training tool that makes adoption stick.
Own the Outcome™.