The Technical Sales Operating System — Companion Workbook and Templates

26 pre-built templates for every framework in The Technical Sales Operating System. Pick up any template and use it in your next deal or team meeting.

Reading a framework is one thing. Having a working template in front of you when you need it is another.

The Companion Workbook turns every framework in The Technical Sales Operating System into a ready-to-use tool. Every template is pre-populated with field labels, structured prompts, and the relevant framework logic. There are no blank grids. No "fill this in yourself" pages that require you to remember what the framework said.

You open the template. You fill in your situation. You know exactly what to do next.

The 26 templates

Planning and setup

• 90-Day Rollout Planner
• Team Charter
• Role Clarity Matrix

Opportunity management

• Opportunity Intake Form
• Discovery Planner
• Eight Discovery Anchors Tracker
• Three Strategic Whys Planner
• Champion Assessment Worksheet
• Stakeholder Map

Execution

• Insight Delivery Planner
• Demo Planning Canvas
• ADI Segment Builder
• Demo Discipline Scorecard
• Demo Observation Scorecard
• Practice Session Log
• Technical Validation Plan
• Proof Progress Log
• Objection Handling Log
• RFP Qualification Scorecard
• Mutual Action Plan
• Paper Process Tracker

Management cadence

• Manager 1:1 Template
• Capacity Review Worksheet
• Monthly Operating Review
• Quarterly Business Review
• Retrospective Worksheet

How to use this workbook

Each template is designed to be used independently. You do not need to read the main book to use the templates, though they are more effective when used together. Print them. Fill them in digitally. Copy the structure into your own internal tools.

These templates represent the working layer of a presales operating system — the difference between having a methodology on paper and using it in the field every week.

Who this is for

• SEs who want a structured approach to every deal stage without building templates from scratch
• Presales managers who want a consistent set of tools across their team
• Anyone who bought the main book and wants to activate the frameworks immediately