Free download · Companion to the book
The Field Toolkit
Ten Field Templates + the Excel Live Workbook — Eleven Assets, Free
Every artifact the book demands, in fill-in form. Rebuild them in your CRM, your slides, and your deal-review documents. The fields are the minimum evidence standard — an empty field is a finding, not a formality. If your team cannot fill a field, the deal has told you where to work this week.
What’s in the pack
The Value Pyramid Worksheet
Stage 0 — before the first call
Account research built entirely from public sources — 10-Ks, earnings calls, job postings — connecting boardroom objectives down to where you attach.
The 3 Whys Builder
Drafted Stage 1, locked by Stage 3
Why Anything, Why Now, Why Us — each with the customer's own words, a named owner, a number, and evidence on file. No Why is complete without all four.
Discovery Call Plan (A.X.I.O.M.)
Before every discovery conversation
One page: your Anchor insight, three pain hypotheses, the quantifying questions, the metric and its owner, and the dated mutual next step.
Opportunity Analysis Sheet
Scored at every stage gate
The MEDDPICC scorecard: every letter scored 0–3 on dated evidence. The lowest letter is the deal's real score — and the action column tells you what to do about it.
POV Success Criteria Agreement
Signed before kickoff
Three to five measurable criteria, at least one business criterion, at least one landmine only you pass — and the Economic Buyer's conditional commitment, verbatim, in writing.
Business Value Assessment
Drafted Stage 2, validated Stage 4
Revenue up, cost down, risk down — before and after, with every assumption listed. The conservative floor is the number you present.
The Value Delta One-Pager
Maintained Stage 2 to signature
The whole deal on one page: the pain in their words, the cost of delay, the future state, the proof, the decision date, and the ask.
Mutual Action Plan
Introduced at Stage 3
Milestones with customer owners, vendor owners, and exit evidence — working backward from the customer's go-live, not your quarter end.
DVI Scorecard
Every gate, every forecast review
Five weighted evidence components rolling up to 0–100. Commit requires 75+, no MEDDPICC letter below 2, and confirmed MAP dates through signature.
The Deal Review One-Pager
Before every review above threshold
The leader's sheet: DVI, lowest letter, cost of delay in one sentence, EB touches, the champion's last test, the competitor's best move — and the one thing that kills the deal.
The Excel Live Workbook
Every gate, auto-calculating
All ten templates as a working spreadsheet: live DVI scoring, MEDDPICC integrity flags, and a pipeline dashboard that rolls every deal into one view. No formulas to build — open it and score.
Do not launch all ten at once.
Start with Templates 4, 7, and 10 — the scorecard, the one-pager, and the deal review sheet — because they change the conversation in your very next pipeline review. Add the rest one stage at a time, each introduced through a live deal rather than a training session.
A template your team fills out under deadline on a real opportunity becomes muscle; a template introduced in a workshop becomes a PDF nobody opens twice.
The auto-calculating version — live DVI scoring, integrity flags, and a pipeline dashboard — is included in the pack as the Excel Live Workbook. The full methodology behind every field lives in the book.
Get all eleven, free.
Templates import cleanly into Notion and Google Docs; the Workbook opens in Excel and Google Sheets. Your next deal review will not sound the same.