Frequently asked questions

Enterprise SDRs and BDRs who prospect into larger accounts and want a written way to decide which accounts deserve their time. It is also written for managers and enablement leads who want one ICP, one scoring model and one stage list across a team.

The Manual has a “Start here” path for people new to enterprise prospecting: Parts 02–05 first, then the first-week plan. The Implementation Workbook adds practice exercises with an answer key before you apply each step to your own accounts.

No. It is a set of three digital files you work through yourself. There are no videos, calls or live sessions.

No, and every module says so. It is a working method, not a guaranteed result. Outcomes depend on your market, offer, territory, data access, execution and organization. What it does guarantee is structure: every account gets a decision, and every decision has a written reason.

Module 1 — Operating Manual: a 47-page PDF. Module 2 — Implementation Workbook: a 32-page fillable PDF. Module 3 — Operating Workbook: an Excel workbook with 13 sheets. The Complete System includes all three.

Yes — they share one rule set. The Manual explains each rule once, the Implementation Workbook applies it to your territory and points to the Manual’s pages, and the Operating Workbook enforces the same rules in Excel. Each module also works on its own.

If you want the method, start with the Operating Manual. If you want everything connected, the Complete System is designed to be used in order: understand, build, run.

No. The Operating Workbook is not a CRM and does not connect to one — it has no macros and no integrations. Most enterprise reps will still use their company CRM for customer records and exclusions; the system tells you what to decide before anything goes into it.

It is tool-neutral. It works alongside any CRM or prospecting database because it does not integrate with them. You bring your own data sources; the system tells you which sources count as evidence.

Excel 365 and Excel 2019 have full support (no macros, no dynamic arrays). In Google Sheets, formulas, dropdowns and conditional formats work after File → Import; sheet protection is not imported and navigation links may need re-linking. The file is a standard .xlsx, so it opens in Excel for Mac.

A PDF app that supports forms. Adobe Acrobat Reader (free) is recommended; Apple Preview and Foxit also keep entries. Some browser PDF viewers do not save form entries, so download the file first.

Checkout is handled by Lemon Squeezy. After payment you see a confirmation with download access, and Lemon Squeezy emails a receipt with a link to your files. You can also log in at any time at app.lemonsqueezy.com/my-orders with the email you used at checkout. Details: Delivery instructions.

Lemon Squeezy acts as the merchant of record for the order. It calculates and collects sales tax or VAT where it applies, so the final amount you see at checkout may include tax for your country.

Lemon Squeezy issues a receipt for every order, which you can submit through your company’s expense process. Check your employer’s policy first.

The refund conditions are set out in the Refund Policy. To confirm: Refund terms

The licence is for the buyer’s own use. The products allow brief quotations and the buyer’s own use of the templates in their work, but not redistribution. See License and Usage Rights. For a team, buy one licence per person or contact us.

The current edition is version 3.1 (November 2026); each file has a changelog. To confirm: Update policy

Use the Support page for download problems, file questions and corrections.

No. Rules for email, phone and social outreach differ by country and company. Apply your employer’s policies and the regulations that cover your recipients.