# Free Sales Frameworks

Part of the PeerLab [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Every resource is published in full, free, with no sign-up.

- ["Why Change Now" Narrative Framework Guide](https://www.peerlab.ai/library/why-change-now-narrative-framework-guide/): Framework. A five-rung framework for building real urgency into a demo: anchored in the prospect's own trigger, cost, and timeline, with zero discount pressure or fake scarcity.
- [30-60-90 Day Pipeline Building Plan](https://www.peerlab.ai/library/30-60-90-day-pipeline-building-plan/): Framework. A new rep's concrete roadmap for building a healthy, qualified pipeline from zero: with specific activity targets, milestones, and checkpoint questions for each 30-day window of their first quarter.
- [Account Segmentation & Tiering Framework](https://www.peerlab.ai/library/account-segmentation-tiering-framework/): Framework. The three-tier model: Strategic, Growth, Tail: that tells you exactly how much white-glove attention, cadence, and executive time each account has earned, so effort maps to value instead of to whoever emails loudest.
- [Account Segmentation Framework for Territory Design](https://www.peerlab.ai/library/account-segmentation-framework-territory-design/): Framework. A weighted A/B/C tiering model: scored on fit, intent, whitespace, and strategic value, that tells reps exactly where to spend prospecting hours instead of treating every account equally.
- [AE, SDR & CSM Competency Framework](https://www.peerlab.ai/library/ae-sdr-csm-competency-framework/): Framework. Defines the distinct competency set behind each go-to-market role so you hire, coach, and promote against skills, not job titles.
- [AI Copilot Quarantine Decision Framework: Live Call Readiness](https://www.peerlab.ai/library/ai-copilot-quarantine-decision-framework-live-call-readiness/): Framework. A scored decision tool that tells managers exactly which reps earn copilot access during live calls, what rules apply at each phase, and how to run the post-call debrief that makes the whole system work.
- [BANT Qualification Framework Guide](https://www.peerlab.ai/library/bant-qualification-framework-guide/): Framework. The classic Budget-Authority-Need-Timeline model broken into real questions and dialogue for each pillar, plus a scoring grid so you know exactly when to pursue, nurture, or walk away.
- [Channel Mix Decision Framework (Email vs LinkedIn vs Call vs Video)](https://www.peerlab.ai/library/channel-mix-decision-framework/): Framework. A decision tree for which channel to lead with: by segment, persona seniority, and signal warmth: so channel choice is a system, not rep instinct.
- [Churn & Expansion Playbook Framework](https://www.peerlab.ai/library/churn-expansion-playbook-framework/): Framework. A framework for splitting the retention motion from the expansion motion so post-sale revenue stops being an afterthought: with health scoring, trigger rules, and role ownership for each.
- [Coaching Frequency vs. Rep Tenure Matrix](https://www.peerlab.ai/library/coaching-frequency-rep-tenure-matrix/): Framework. A prescriptive two-axis matrix that matches coaching frequency, session length, session type, and primary focus to each rep's tenure and skill/will stage. Eliminates the guesswork of "how much time do I give to whom and what do I actually do in the room."
- [Cold Email PAS Copywriting Framework](https://www.peerlab.ai/library/cold-email-pas-copywriting-framework/): Framework. A Problem-Agitate-Solve structure for cold email copy, with a fill-in-the-brackets template, three worked persona examples, subject-line formulas, and a 10-minute build process reps can run on any account.
- [Competency-Based Onboarding Curriculum Framework](https://www.peerlab.ai/library/competency-based-onboarding-curriculum-framework/): Framework. A week-by-week onboarding map that names the exact competency, target mastery level, and evidence of readiness for every week, replacing a generic list of training modules with a graduation standard reps actually have to earn.
- [Competitive Displacement Playbook Framework](https://www.peerlab.ai/library/competitive-displacement-playbook-framework/): Framework. The staged plan for systematically winning displacement deals, from the first mention of an incumbent through to a signed contract, with an exit checklist and owner at every stage.
- [Competitive Takeout Close Framework](https://www.peerlab.ai/library/competitive-takeout-close-framework/): Framework. A structured six-stage approach to closing incumbent-displacement deals, from mapping real switching costs to de-risking migration and neutralizing the incumbent's specific strengths.
- [Concession Strategy Matrix](https://www.peerlab.ai/library/concession-strategy-matrix/): Framework. A give-to-get matrix mapping every concession a buyer is likely to ask for against the minimum and ideal ask-back you should demand in return, so no discount ever leaves your hands for free.
- [Deal Slippage Post-Mortem Template](https://www.peerlab.ai/library/deal-slippage-post-mortem-template/): Framework. A structured after-action review to run on every deal that slips a forecasted quarter, so you find the real root cause instead of a vague "pushed to Q3" and the same pattern repeats next quarter.
- [Discovery Call No-Go Decision Framework](https://www.peerlab.ai/library/discovery-call-no-go-decision-framework/): Framework. A branching decision tree that identifies the five core disqualification triggers mid-discovery, maps them against deal size thresholds, and gives you word-for-word exit lines for each scenario. Use it to end bad-fit calls cleanly without burning the relationship or your pipeline credibility.
- [Enablement Cold Call Certification Program Outline](https://www.peerlab.ai/library/cold-call-certification-program-outline/): Framework. A turnkey 3-week bootcamp outline - curriculum, cadence, and a multi-gate certification bar - for standing up a cold-calling certification program from scratch.
- [Feel-Felt-Found Technique: Modern Examples by Industry](https://www.peerlab.ai/library/feel-felt-found-modern-examples-by-industry/): Framework. The classic Feel-Felt-Found technique rebuilt with modern, non-cheesy examples across five industries: SaaS, financial services, healthcare, manufacturing, and professional services, plus a four-step formula for writing your own.
- [First 90 Days Sales Onboarding Framework](https://www.peerlab.ai/library/first-90-days-sales-onboarding-framework/): Framework. The stage-by-stage architecture: pre-boarding through full solo launch: that enablement leaders use to design any new onboarding program from scratch, with objectives, exit gates, and ownership defined at every stage.
- [First Hire Decision Framework: GTM Motion & Headcount Sequencer](https://www.peerlab.ai/library/first-hire-decision-framework-gtm-motion-headcount-sequencer/): Framework. A structured three-step tool that diagnoses your GTM motion, maps it to the correct first hire profile, and quantifies the cost of getting the sequence wrong. Built for new sales leaders who need to make a defensible headcount case before posting a single job description.
- [Growth-Mindset Enablement Framework](https://www.peerlab.ai/library/growth-mindset-enablement-framework/): Framework. A phased rollout model for embedding growth-mindset language into review cycles, coaching cadences, and comp conversations org-wide: so it becomes how the org actually talks, not a values poster in the break room.
- [GTM Competitive Positioning Framework](https://www.peerlab.ai/library/gtm-competitive-positioning-framework/): Framework. A five-step framework for converting raw competitive intel into a wedge, proof point, and objection reframe reps can actually use mid-deal: replacing the static battlecard nobody reads with a living, in-workflow system.
- [Human vs. AI Score Disagreement Protocol (2-Band+ Gaps)](https://www.peerlab.ai/library/human-vs-ai-score-disagreement-protocol-two-band-gaps/): Framework. A step-by-step triage framework for when a human marker and an AI score diverge by two bands or more on a sales roleplay or call assessment. Covers the five root causes, a decision tree with four possible outcomes, and ready-to-use language for communicating the result to the learner and to HR.
- [LAER Objection Resolution Framework Guide](https://www.peerlab.ai/library/laer-objection-resolution-framework-guide/): Framework. A full teaching guide to the LAER framework (Listen-Acknowledge-Explore-Respond): the de-escalation sequence built for emotionally charged objections rooted in past bad experiences or distrust, with scripts for every step and a worked example.
- [Land-and-Expand Playbook Framework](https://www.peerlab.ai/library/land-and-expand-playbook-framework/): Framework. The repeatable four-phase motion: Land, Prove, Expand, Scale: for turning a single-department pilot into a company-wide, multi-year contract, with the exit criteria that tell you when an account is ready to move to the next phase.
- [Leading vs Lagging Indicator Framework](https://www.peerlab.ai/library/leading-vs-lagging-indicator-framework/): Framework. A three-tier hierarchy connecting daily activity to pipeline conversion to revenue outcomes, with a diagnostic method for finding and coaching the number that actually moves first.
- [Multi-Channel Outbound Cadence Framework](https://www.peerlab.ai/library/multi-channel-outbound-cadence-framework/): Framework. A day-by-day 14-day cadence blending email, LinkedIn, and phone across 8 touches, so no single channel has to carry the whole sequence: with rules for sequencing, timing, and adapting it to your own sales cycle.
- [Multi-Threading Discovery Framework](https://www.peerlab.ai/library/multi-threading-discovery-framework/): Framework. A structured framework for mapping and qualifying every stakeholder in a deal, not just the friendly contact who took your call, so you stop finding out about the real decision-maker after you've already lost to them.
- [Multichannel Outbound Cadence Framework](https://www.peerlab.ai/library/multichannel-outbound-cadence-framework/): Framework. A day-by-day, 15-touch sequencing model across call, email, and LinkedIn spanning a 3-week cadence, with exit criteria for when a live reply should override automation.
- [New Sales Manager's First 90 Days Framework](https://www.peerlab.ai/library/new-sales-managers-first-90-days-framework/): Framework. What to observe, fix, and build in the first 90 days of a sales leadership role, in that order: with day-by-day actions, deliverables, and the common mistake at each phase.
- [No-Decision Recovery Playbook](https://www.peerlab.ai/library/no-decision-recovery-playbook/): Framework. A structured, five-touch re-engagement sequence: with word-for-word templates: for deals that stalled at 'let's revisit next quarter,' so they either come back to life or die cleanly.
- [Objection-Proof Cold Email Framework (PAS-R)](https://www.peerlab.ai/library/pas-r-cold-email-framework/): Framework. The four-part Problem–Agitate–Solve–Reply structure behind first-touch emails that read like a specific observation about the recipient, not a template with their name pasted in.
- [Promote-from-Within vs. External Hire Decision Framework](https://www.peerlab.ai/library/promote-vs-external-hire-decision-framework/): Framework. A weighted scoring framework that turns 'gut feel' into a defensible, repeatable decision the next time you're choosing between developing your best rep into a manager and hiring an experienced leader from outside.
- [Qualifying Questions by Deal Stage Framework](https://www.peerlab.ai/library/qualifying-questions-by-deal-stage-framework/): Framework. A framework mapping exactly which qualifying questions to ask at each pipeline stage, so qualification deepens call over call instead of repeating the same surface-level questions.
- [Rep Motivation Drivers Framework](https://www.peerlab.ai/library/rep-motivation-drivers-framework/): Framework. Maps every rep on your team against six intrinsic and extrinsic motivation drivers so incentives, recognition, and coaching actually land, instead of defaulting to a leaderboard and a cash spiff for everyone.
- [Sales Career Level Matrix (IC1 → Principal/Enterprise)](https://www.peerlab.ai/library/sales-career-level-matrix-ic1-to-principal-enterprise/): Framework. A leveling framework defining exactly what competency mastery: not tenure or quota alone: qualifies a rep for each career tier, with a behavioral matrix and a promotion-readiness checklist for every transition.
- [Sales Coaching Framework: Diagnose, Demonstrate, Drill, Deploy](https://www.peerlab.ai/library/sales-coaching-framework-diagnose-demonstrate-drill-deploy/): Framework. A four-stage coaching operating model, the methodology underneath ThinkWork's competency rubric work, adapted as a standalone system any manager can install to close one named skill gap at a time.
- [Sales Content Governance Framework](https://www.peerlab.ai/library/sales-content-governance-framework/): Framework. Defines who owns, approves, updates, and retires every battlecard and playbook, so content stops rotting silently in a shared drive nobody's responsible for.
- [Sales Methodology Selection Decision Tree](https://www.peerlab.ai/library/sales-methodology-selection-decision-tree/): Framework. A branching decision tree that turns deal size, buying-committee size, sales-cycle length, and market maturity into a recommended methodology or blend.
- [Sales Pipeline Stage & Exit-Criteria Framework](https://www.peerlab.ai/library/sales-pipeline-stage-exit-criteria-framework/): Framework. Objective, checkbox-verifiable exit-criteria for all 8 pipeline stages so 'Proposal Sent' and every other stage means the same thing to every rep on the team, enforced by evidence rather than the rep's narrative.
- [Skill/Will Coaching Diagnostic Framework](https://www.peerlab.ai/library/skill-will-coaching-diagnostic-framework/): Framework. A 2x2 diagnostic that routes each rep into the coaching lane that actually fits them: delegation, motivation, skill-building, or exit, instead of applying the same coaching to everyone.
- [Stage-Weighted Pipeline Coverage Targets by Deal Type](https://www.peerlab.ai/library/stage-weighted-pipeline-coverage-targets-deal-type/): Framework. A practical framework for setting pipeline coverage thresholds by stage and deal type, using real arithmetic instead of blanket multipliers. Names the four failure modes that make 3x rules unreliable and includes a decision table for Monday pipeline reviews.
- [Stalled Deal Revival Playbook](https://www.peerlab.ai/library/stalled-deal-revival-playbook/): Framework. A step-by-step, day-by-day play, with word-for-word emails, for re-engaging a deal that's gone quiet without sounding desperate or resetting the clock to zero.
- [Tell-Show-Tell Demo Framework Guide](https://www.peerlab.ai/library/tell-show-tell-demo-framework-guide/): Framework. A teaching guide to the classic 3-beat sequencing method: Tell, Show, Tell: applied per feature, so every moment in your demo lands as a business outcome instead of a click-through.
- [Territory & Account Segmentation Framework](https://www.peerlab.ai/library/territory-account-segmentation-framework/): Framework. A weighted tiering model for carving territories on whitespace, firmographic fit, and propensity to buy: built specifically to reduce comp disputes, not just optimize coverage.
- [Territory & Quota Planning Framework](https://www.peerlab.ai/library/territory-quota-planning-framework/): Framework. The 5-step method for carving territory and setting quota off real bottom-up total-addressable-market math and your own win-rate/cycle data, not last year's number plus 10%.
- [The 30-Second Cold Call Framework](https://www.peerlab.ai/library/30-second-cold-call-framework/): Framework. A four-stage opening sequence: Pattern Interrupt, Permission, Purpose, Question (PIPQ): that replaces improvisation with a rehearsed, repeatable skill for the first 30 seconds of every cold call.
- [The 7 Objection Types Every Rep Must Recognize](https://www.peerlab.ai/library/seven-objection-types-framework/): Framework. The foundational taxonomy: Price, Timing, Authority, Need, Trust, Competition, and Procrastination: that every other resource in this library is built on, so reps can name the real objection type before they respond.
- [The Core 12 Sales Competency Framework](https://www.peerlab.ai/library/core-12-sales-competency-framework/): Framework. The plain-English rubric behind 400+ role-specific competencies: 12 core sales skills, four real levels of mastery each, and why each one is worth building for your career, your role, and your numbers.
- [Top-Down vs. Bottom-Up Quota-Setting Framework](https://www.peerlab.ai/library/top-down-bottom-up-quota-setting-framework/): Framework. A side-by-side reconciliation method that runs the finance-driven top-down quota and the territory-built bottom-up quota in parallel, flags where they diverge, and gives decision rules for closing the gap before rollout, instead of after reps start pushing back.
- [Value Proposition Canvas Worksheet](https://www.peerlab.ai/library/value-proposition-canvas-worksheet/): Framework. Maps your buyer's real pains and gains directly to your messaging, so every pitch answers why us and why now before a single sentence is written.
- [Variable Pay Mix Decision Framework: Base vs. Commission Split](https://www.peerlab.ai/library/variable-pay-mix-decision-framework-base-vs-commission-split/): Framework. A structured scoring framework that helps revenue leaders choose the right base-to-variable pay split for each sales role before opening a spreadsheet. Works role by role using four factors: sales cycle length, rep influence, role complexity, and revenue motion.