Library

Resources

Everything published here on CRM, pipeline design, quoting, follow-up and sales operations. Two handbooks, eleven practical guides, buying references, free tools and more than eighty articles.

The two handbooks.

Written end to end, in order. Start at chapter one or jump to the part that hurts.

The CRM Handbook

15 chapters

  1. 01CRM fundamentals for small B2B teams
  2. 02Defining leads, contacts and companies correctly
  3. 03Designing a sales pipeline that reflects reality
  4. 04Required fields, properties and data discipline
  5. 05User roles, permissions and ownership rules
  6. 06Activity tracking and follow-ups that actually work
  7. 07Automations you should use, and avoid
  8. 08Lead sources, attribution and reporting basics
  9. 09CRM reporting for decision-makers
  10. 10Integrations without breaking the CRM
  11. 11CRM for marketing and sales alignment
  12. 12CRM for service, support and retention
  13. 13CRM data cleanup and ongoing maintenance
  14. 14Common CRM setup mistakes small B2B teams make
  15. 15When to scale, and when to keep it simple

Open the handbook →

B2B Sales & Business Development Playbook

12 chapters

  1. 01B2B prospecting and lead generation
  2. 02Cold outreach that gets replies
  3. 03Running great sales meetings: discovery, BANT, MEDDIC
  4. 04Handling objections: 15 responses, word for word
  5. 05The art of the follow-up
  6. 06Building your pipeline: stages, metrics, forecasting
  7. 07Account management: retain clients and grow revenue
  8. 08The daily operating system: routines and weekly rhythm
  9. 09Your B2B sales tech stack
  10. 10Measuring BD and sales performance
  11. 11Organisation and structure
  12. 12Advice for a new BD rep

Open the playbook →

Practical guides.

Short, procedural, and written to be followed rather than admired.

Guides

11 guides

  1. 01CRM audit: a quarterly framework
  2. 02Deal pipeline design
  3. 03CRM data structure
  4. 04CRM data migration checklist
  5. 05The right amount of automation for a CRM
  6. 06Lead qualification: MQL and SQL
  7. 07Sales process mapping, with templates
  8. 08Sales handoff: marketing to sales
  9. 09Weekly CRM hygiene: a 30-minute routine
  10. 10Email sequences that get replies
  11. 11Make.com for B2B teams

Browse all guides →

Choosing and buying a CRM

6 references

  1. 01How to choose a CRM: the complete buying guide
  2. 02Why CRM implementations fail, and how to avoid it
  3. 03CRM implementation roadmap
  4. 04Best B2B CRM software 2026: Pipedrive, HubSpot, Zoho
  5. 05CRM pricing comparison 2026: real costs in USD and AUD
  6. 06CRM by trade: 23 industry-by-industry guides

Free tools and references.

Interactive pieces that answer a question without an enquiry form in the way.

Tools

Interactive

  1. 01CRM Picker: which CRM suits this team
  2. 02B2B CRM Fit Finder
  3. 03Sales velocity calculator
  4. 04The B2B pipeline dashboard: what to measure
  5. 05Long-cycle B2B: how complex deals are won
  6. 06AI for business development managers

Articles

80+ published

  1. 01All articles — the full archive
  2. 02Tools and software comparisons (72)
  3. 03CRM
  4. 04Automation
  5. 05AI tools
  6. 06Tool reviews index
  7. 07Tools actually in use
  8. 08BD toolkit

Browse the archive →

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