Free Resources

Practical templates for building a real sales engine.

Working tools. Not slide decks. Pulled from the same playbook used in SAILS engagements with B2B SaaS founders running velocity motions.

Excel Template · Free

Funnel Conversion KPI Tracker

A working Excel template to track funnel performance by channel. Plug in your monthly volume, connect rate, set rate, keep rate, opp rate, and close rate. Surfaces where your funnel actually breaks. Used as the diagnostic baseline in every SAILS engagement.

  • Channel-by-channel funnel math (outbound, inbound, referral, events, partner)
  • Auto-calculated conversion rates and per-channel pipeline value
  • Pipeline coverage and quota attainment tracker
  • Side-by-side comparison so you can see which channel is actually paying

By submitting, you'll get a one-time email with the template. No newsletter. No spam.

PDF · 8 pages · Free

The First AE Hire Scorecard

A working interview scorecard, comp benchmarks, and 90-day ramp plan for your first AE hire. The interview structure that surfaces fit, the 10-dimension scorecard with weighted scoring, and the comp structure that attracts the right profile.

  • 4-stage interview process with what each stage tests
  • 10-dimension scorecard with weighted scoring (100-point total)
  • Compensation benchmarks (base, OTE, quota, accelerators)
  • Week-by-week 90-day ramp plan
  • The most common hiring pitfalls and how to avoid them

One-time email with the PDF. No newsletter. No spam.

PDF · 7 pages · Free

The 25-Minute Demo Framework

Why most SaaS demos run twice as long as they should, and the minute-by-minute structure that wins more deals in less time. The opening, the targeted walkthrough, the pricing reveal, the close. Plus actual talk tracks for each.

  • Why 25 minutes outperforms 45 in velocity sales
  • Minute-by-minute structure with timing per segment
  • Talk tracks: opening, walkthrough, pricing reveal, close
  • Pre-demo checklist and same-day follow-up template
  • How to install this structure across a team

One-time email with the PDF. No newsletter. No spam.

Excel Template · Free

The Velocity Outbound Sequence Builder

A working Excel template with a pre-built 12-touch, 14-day outbound sequence calibrated for velocity sales. Includes copy frameworks per touch, channel mix recommendations, tracking sheet, and healthy benchmarks to measure performance.

  • 12-touch sequence across email, phone, and LinkedIn
  • Copy framework for every touch (subject lines, body, voicemail)
  • Channel mix recommendations and when to adjust by ICP
  • Per-prospect tracking sheet with response and meeting metrics
  • Healthy benchmark ranges for every key conversion rate

One-time email with the template. No newsletter. No spam.

Excel Calculator · Free

The Sales Comp Plan Builder

A live Excel calculator for designing B2B SaaS comp plans. Enter base salary, base-to-variable ratio, and quota multiple. It computes OTE, commission rate, accelerator bands, and what the rep takes home at every attainment level from 60% to 150%.

  • Live formulas: change inputs, everything recalculates
  • Attainment scenarios with accelerator math built in
  • Sanity checks: base-to-OTE ratio and quota multiple flags
  • Role benchmarks: BDR/SDR, SMB AE, mid-market AE, enterprise AE

One-time email with the calculator. No newsletter. No spam.

PDF · 7 pages · Free

The Velocity Discovery Framework

Five questions, twenty minutes, one clear next step. The discovery structure for velocity sales motions, with talk tracks, branching logic for the answers that go sideways, and a 5-point scoring rubric to qualify every deal in under a minute.

  • The 5 questions in order, with the reasoning behind each
  • Branching logic: what to do when answers go sideways
  • Talk tracks for booking the demo live on the call
  • 5-point deal scoring rubric plus pre- and post-call checklists

One-time email with the PDF. No newsletter. No spam.

PDF · 8 pages · Free

The Sales Playbook Starter Template

The 9-section skeleton of a working B2B SaaS sales playbook. Each section comes with the prompts to answer, the dependency order to build in, and a "done when" test that tells you it's good enough to move on. The fastest path from no playbook to a real one.

  • All 9 playbook sections with fill-in prompts
  • Week-by-week build sequence in dependency order
  • A "done when" test for every section
  • Pairs with the Discovery, Demo, Sequence, and Comp resources

One-time email with the PDF. No newsletter. No spam.

Interactive Calculator · Free · No email required

Reverse Funnel Calculator

Start from your revenue goal and work backward. Enter your target ARR, ACV, and conversion rates. It tells you exactly how many deals, opps, demos, and outbound touches you need per month, and how many reps that takes.

  • Live math from revenue goal down to daily activity
  • Pre-loaded with velocity sales benchmark conversion rates
  • Tells you the outbound rep capacity your goal implies
Open the calculator

Interactive Calculator · Free · No email required

Pipeline Coverage Calculator

Do you have enough pipeline to hit the quarter? Enter your quota, qualified pipeline, and win rate. It tells you your coverage ratio, your projected attainment, and the exact dollar gap to healthy 3-4x coverage.

  • Coverage ratio with a healthy / thin / at-risk verdict
  • Projected attainment based on your actual win rate
  • Dollar gap to 3x and 4x coverage targets
Open the calculator

Interactive Calculator · Free · No email required

Lead Response Time Cost Calculator

Speed to lead is the most underrated metric in velocity sales. Enter your inbound volume, ACV, and how fast your team actually responds. It estimates the revenue you're leaving on the table every month versus a 5-minute response.

  • Monthly and annual revenue lost to slow follow-up
  • Deals lost per year at your current response speed
  • Transparent assumptions you can sanity-check
Open the calculator

More resources on the way. Got a template you wish existed? Let me know.

Want help applying this to your business?

The Funnel KPI Tracker is the same diagnostic baseline I use on day one of every SAILS engagement. If you want a clear-eyed read on what your numbers actually say, book a 30-minute discovery call.

Book a Discovery Call