Practice

One exercise per article. Read the piece before working the exercise. The reflection lands differently once you have read the argument behind it.

• 01

  Strategy Before Selling

  Examine the alignment between your commercial strategy and your daily selling activity. Apply the GCAR model to your own organisation and name the coherence gap.
  Open →
• 02

  The Wrong Question

  Reframe your discovery approach around the customer's Why. Audit a recent conversation and rebuild it around the Golden Circle rather than your product's capabilities.
  Open →
• 03

  What Challenger Actually Means

  Prepare a Teach-Away insight for a real account. Build the insight, tailor it to their specific situation, and map the moment you take control of the conversation.
  Open →
• 04

  The Economics of Value

  Calculate the true cost of winning a deal at the wrong price. Model the compounding effect across price, retention, expansion, and acquisition cost for a live opportunity.
  Open →

One exercise per model. Open the interactive model in a second tab as a reference while you work through the exercise.

• 01

  The Coherence Map

  Assess the strategic coherence of your commercial organisation. Map your Goals, Customers, Activities and Resources and identify where the system is working against itself.
  Open →
• 02

  Conversation Architecture

  Map your last three significant sales conversations against the BEFORE, CONNECT, LISTEN, REFRAME, ADVANCE model. Where did the conversation leave the architecture and why?
  Open →
• 03

  Value Equation

  Apply P + V = I to a deal currently in your pipeline. Calculate your value indicator honestly. What would need to change for it to move from negative to positive?
  Open →
• 04

  Compounding Model

  Assess where you stand in the Insight, Value, Trust, Access flywheel with your three most important accounts. Where does the cycle stall, and what does it cost you?
  Open →

Each Field tool is a live practice exercise. Open the tool, apply it to a real account you are currently working, and complete every section before your next meeting. Do not use placeholder data.

• 01

  Value Proposition Canvas

  Map your customer's jobs, gains and pains against your product's profile. Do this before positioning any solution in any conversation.
  Open tool →
• 02

  Buyer Persona Canvas

  Build a complete picture of your ideal buyer across profile, goals, pains, triggers, criteria and objections. One canvas per role, not per company.
  Open tool →
• 03

  Stakeholder Map

  Identify and map every stakeholder in a complex deal. Understand their influence, stance and relationship to the decision before you design your approach.
  Open tool →
• 04

  Discovery Canvas

  Prepare for a discovery conversation. Map context, problems, impact, urgency, vision and decision process before you enter the room.
  Open tool →
• 07

  Decision Journey

  Map where a buying decision sits in its internal process. Seven stages from Status Quo to Validation. Navigate your entry point, add notes per stage, and understand where your influence is still high.
  Open tool →
• 05

  ABM Canvas

  Build a structured account-based strategy for a named target account. From selection criteria to entry point and stakeholder path.
  Open tool →
• 06

  Business Case Canvas

  Build the financial and strategic case for a solution. Translate problem impact into language the CFO will fund and the board will approve.