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Module 3RunExcel

Operating Workbook (Excel)

The rules, enforced every day: gate, scores, decision, tier, T1–T6 dates, pipeline and ten KPIs.

Format
Excel .xlsx · 13 sheets · no macros
Time
Daily blocks; review every Friday
Edition
Version 3.1 · November 2026

$69USD · one-time · instant download

Get all three — $129

Tax calculated at checkout · Single-user licence · How delivery works

The problem it solves

A spreadsheet that decides, dates and flags.

A spreadsheet without rules becomes a list of companies. The Operating Workbook calculates the decision, the tier, the next due date and the stale records for you — so the system runs even on a busy week.

Who it is designed for

Reps who want the system to run dailyOpen 01 Control Center, work 06 Queue from the top, review on Friday in 09 Weekly Review.
Reps who already know the methodEvery rule is printed in the Manual, so the workbook is optional — it removes the arithmetic and the dates.
Managers who want consistencyIf any threshold is changed from the Manual, the workbook shows a CUSTOM RULES banner and counts the differing settings.

What you receive

Exactly what is in the file

  • Excel workbook (.xlsx) with 13 sheets, from 00 Start Here to 12 Settings
  • Read-only scoring engine: gate, caps, Total, decision, reason, tier, rank and dates
  • Capacity for 150 accounts, 300 contacts and 150 account sequences
  • 06 Queue: the ordered list of what to do next, plus the next 5 working days
  • 07 Sequences: T1–T6 due dates calculated on working days, with holidays
  • 10 KPIs: ten KPIs with their formulas, reason codes and hygiene counts
  • 11 Rules: every rule tagged [ENFORCED] or [HABIT], Quick Reference, decision trees, glossary
  • Setup & Audit Checklist and a 15-minute start

Sheet map

  1. 00Start Here15-minute start, sheet map, setup & audit checklist
  2. 01Control CenterToday: overdue, due, engaged, first touches, re-checks, stale records
  3. 02ICP BuilderRequired, preferred, exclusions, triggers, buying-potential anchors
  4. 03AccountsOne row per account: timer, gate, checks, scores and evidence
  5. 04ScoringRead-only engine: decision, reason, tier, rank, dates
  6. 05ContactsBuying roles with confidence and the message angle per contact
  7. 06QueueWhat to do next, in order, plus the next five working days
  8. 07SequencesT1–T6 dates, replies, cohorts
  9. 08PipelineStage, next action, stale records, re-checks, hand-off log
  10. 09Weekly ReviewRecord → compare → locate → inspect → change one
  11. 10KPIsTen KPIs with formulas; reason codes and hygiene counts
  12. 11RulesEvery rule tagged [ENFORCED] / [HABIT]
  13. 12SettingsThresholds, cadence, lists, holidays

How it works

Main features

01

Decisions come back to you

Enter the gate checks and five scores in 03 Accounts; the decision, reason code, tier and rank are calculated in 04 Scoring.

02

Evidence flags

A score of 2 or more without a Tier 1–2 source raises a ⚠ EVIDENCE flag in the Check column.

03

Dates you do not have to count

T2–T6 due dates appear once T1 is sent and logged, on working days (Monday–Friday minus your holidays).

04

A daily control center

Overdue touches, due today, engaged accounts, re-checks, stale records, 3-contact warnings and next-action coverage on one screen.

05

Rules you can change — visibly

Thresholds and cadence live in 12 Settings. Any difference from the Manual shows a CUSTOM RULES banner.

06

Protected, not locked

Calculated cells are grey and protected without a password, so formulas are not overwritten by accident.

Product previews

Real sheets, unedited

Screens from the Blank file exactly as it opens — before you add your own accounts, so counts show zero. Select any preview to enlarge it.

0101 Control Center — today’s work, stale records and rule differences (blank file)
0200 Start Here — the 15-minute start and sheet map
0302 ICP Builder — required, preferred and exclusion criteria
0403 Accounts — identity, research, decision and gate columns
0506 Queue — the ordered list of what to do next
0607 Sequences — T1–T6 touches with calculated due dates
0709 Weekly Review — record, compare, locate, inspect, change one
0810 KPIs — ten KPI definitions with formulas
0911 Rules — every rule tagged ENFORCED or HABIT
1012 Settings — thresholds and cadence

How to use it

Getting started

Compatibility

  • Excel 365 and Excel 2019: full support. No macros, no LAMBDA/LET, no dynamic arrays. MAXIFS (Excel 2019+) is the newest function used.
  • Google Sheets: formulas, dropdowns and conditional formats work after File → Import. Sheet protection is not imported, and the navigation links may need re-linking (use the sheet tabs instead).
  • Dates use your system locale. Working days are Monday–Friday minus the holidays you list in 12 Settings.
  1. 1

    Do the 15-minute start in 00 Start Here: write ICP v1, add one real account, run the three research passes with a timer.

  2. 2

    Every working day: Block A (due touches, 45 min) → Block B (one account end to end, 30–40 min) → Block C (pipeline, 15 min).

  3. 3

    Every Friday: 09 Weekly Review — record, compare, locate the bottleneck, inspect, change one thing.

How it connects

Part of one system

It implements the Manual’s Parts 03–09 exactly. The Implementation Workbook tells you, day by day, which sheet and columns to fill.

  1. Module 1 Understand Operating Manual PDF
  2. Module 2 Build Implementation Workbook Fillable PDF
  3. Module 3 Run Operating Workbook Excel
Cover — Enterprise Prospecting Operating Manual v3.1Module 1 · Know & decideOperating ManualThe single source of truth: every rule, threshold and stop rule, written down once.Cover — Implementation Workbook v3.1Module 2 · BuildImplementation WorkbookBuild the method on your own territory, one day at a time, with an output at the end of every day.

Pricing

Buy the Operating Workbook, or the complete system

Module 3 · Excel

Operating Workbook

$69USD · one-time

  • Excel workbook (.xlsx) with 13 sheets, from 00 Start Here to 12 Settings
  • Read-only scoring engine: gate, caps, Total, decision, reason, tier, rank and dates
  • Capacity for 150 accounts, 300 contacts and 150 account sequences
  • 06 Queue: the ordered list of what to do next, plus the next 5 working days
Product details

Modules 1 + 2 + 3

Complete System

$129USD · one-time

$38 less than buying the three modules separately ($167).

  • Operating Manual — PDF, 47 pages
  • Implementation Workbook — fillable PDF, 32 pages
  • Operating Workbook — Excel, 13 sheets
  • One rule set, cross-referenced page by page
What’s in the system

Prices in USD. Sales tax or VAT is calculated at checkout by Lemon Squeezy, the merchant of record. Single-user licence · Refund Policy

FAQ

Operating Workbook questions

All questions
Is this a CRM?

No. The workbook states what it is not: a CRM, an automation or sending tool, or a forecast. It has no macros and no integrations. It sits beside your CRM and makes your decisions explicit and checkable.

Does it work in Google Sheets?

Yes, after File → Import: formulas, dropdowns and conditional formats work. Sheet protection is not imported, so take care with the grey calculated cells, and use the sheet tabs if the navigation links stop working.

Does it work on a Mac?

It is a standard .xlsx file with no macros and targets Excel 365 and Excel 2019, which are available on Windows and Mac.

Can I change the thresholds?

Yes, in 12 Settings. The workbook will then show a CUSTOM RULES banner with the number of settings that differ from the Manual, so you always know you are off-standard.

Start with the Operating Workbook.

Or get all three modules and run the full system from Day 0.

See the Complete System