Guides
Sales guides for founders who sell.
You started a business to do the work, and found out the work includes selling. These guides are the shortest useful path: pick one, apply it this week, then practice it out loud before the next real call.
ICP scoring criteria for B2B sales
A 7-point, 0–2 rubric to rank any lead list in minutes — with a worked example, and thresholds for priority, standard, and disqualify.
What is a talk track?
The difference between a talk track and a script, three examples you can steal (cold open, discovery, price), and a five-step build method.
The Sandler pain funnel
All 8 questions with a worked example — how to take a buyer from a surface complaint to the real, quantified cost of their problem.
Reading is the warm-up. Reps are the workout.
Practice any of these out loud against an AI buyer that pushes back — scorecard after every call.