Resources

The tools we use, published as they are

No generic articles and no content written for search engines alone. These are the criteria and checklists we use internally with every client, published in full so you can use them yourself even if you never work with us.

  • Real criteria used in our own contracts
  • Copy them and use them directly
  • Updated whenever our own method changes
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We add a resource whenever an internal tool matures enough to publish. We do not publish anything just to fill the page.

Sales

The qualified appointment: five criteria

The biggest source of dispute between a company and a sales provider is the absence of a written definition of what counts as a meeting. This is the definition we use in our contracts, agreed in writing before any campaign starts.

  1. 01The prospect is in the pre-agreed industry, market and company size
  2. 02The person is a decision maker or a direct influencer on the decision
  3. 03They understand why the meeting is happening and show genuine, not polite, interest
  4. 04They agree to a specific date and time in your team calendar
  5. 05They are not a duplicate and not on the exclusion list you gave us

Use it as is with any provider. If they refuse to fix it in writing, that is an answer in itself.

Use it
Hiring

The outcome-based job description

Most bad hires start with an advert full of generic duties. Replace the task list with three to five specific outcomes, and the calibre of applicants changes before anything else does.

  1. 01Write three to five outcomes to be achieved in six months, with numbers where possible
  2. 02Separate critical skills (cannot be learned quickly) from desirable ones (can be)
  3. 03Set the pay range before posting, not after the third interview
  4. 04Design a short practical exercise that tests ability to deliver the first outcome
  5. 05Agree internally who makes the final hiring call before the search begins

If you cannot write the outcomes, the role is not yet clear internally, and hiring now is a gamble.

Use it
Operations

The repetitive work audit checklist

Before buying any automation tool, spend one day with your team recording answers to these questions. In most cases you will find three tasks consume more than half the wasted time.

  1. 01Which task is performed daily with roughly the same steps?
  2. 02How many minutes does it take each time, and how often does it repeat weekly?
  3. 03How often is the same information copied manually from one system to another?
  4. 04Which work slips or is forgotten when one person is away?
  5. 05How many hours do the monthly reports take from assembly to sending?

Multiply the minutes by the monthly repetition. Any task above ten hours a month is worth automating.

Use it
Choosing a provider

Questions to ask any sales provider

These questions separate a provider with a method from one selling activity. Ask us them too, that is the point of publishing them.

  1. 01What is your written definition of a result, and when do we agree it?
  2. 02Who will actually work on our account, and how were they trained?
  3. 03What happens when the target result is not met?
  4. 04Do we own the data, the lists and the conversations when the contract ends?
  5. 05Show us the weekly report we will receive, with a real sample
  6. 06What is the smallest scope we can start with to test you?

Any provider who cannot answer the first and last questions clearly does not deserve a first payment.

Use it

Want these applied to your own case?

Send us your situation and we will give you a specific view based on the same criteria published here.

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