Insights
Guides, checklists and templates on seeing your sales process the way buyers do.
How to Follow Up on Sales Leads
A practical B2B playbook: first response, a 14-day cadence, what to say, when to stop, and how to measure it.
GuideHow to secret shop your sales team
Nine steps to mystery shop your own sales process, from buyer profiles to sharing results and re-shopping.
GuideLead Response Time
What buyers experience, why responses stall, and how to audit forms, demos, phone and chat.
GuideMystery shopping companies: retail vs B2B
How retail mystery shopping firms differ from B2B sales evaluations, and how to choose a provider.
ChecklistMystery shopping questions for sales teams
54 scorecard questions by sales stage, plus the buyer questions that pressure-test your reps.
TemplateMystery shopping report template
A nine-section B2B sales mystery shop report template, filled in with a worked example.
GuideSales levers in PE value creation
Pricing, sales effectiveness, speed to lead, channel and retention, with a sample VCP commercial workstream.
GuideSales Call Scoring
Call scoring criteria, a copyable evaluation form, and the gaps that call recordings leave.
ChecklistSales Demo Checklist
A before, during and after demo checklist with the scorecard a mystery shopper uses.
Guide45 Sales Discovery Questions
B2B discovery call questions by stage, a scoring table, and the mistakes buyers notice most.
Template12 Sales Follow-Up Email Templates
Short B2B follow-up emails for every stage, with when to use each one and a cadence that does not quit early.
ChecklistSales process audit checklist
Stage-by-stage audit checklist, inside-out vs outside-in testing, and a matrix for prioritizing fixes.
TemplateSales Scorecard Template
Copyable rep and buyer-experience scorecards, a call report template, weights and calibration.
GuideWhat is commercial due diligence?
Market, competition, customers and go-to-market, plus the sales process blind spot most CDD scopes miss.
GuideWhat Is Speed to Lead?
Definition, the research, how to calculate it honestly, and how to measure what buyers really experience.
GuideWin loss analysis vs mystery shopping
What win loss interviews can and cannot see, and how buyer evaluations and call recording fill the gaps.
GuideMystery shopping for private equity portfolio companies
Using buyer evaluations to check and improve the commercial engine.
Checklist12 things a mystery shopper scores on a sales demo
The criteria that separate demos that close from demos that stall.
GuideWhat is sales mystery shopping?
How evaluating your own sales process as a buyer works, and what it uncovers.