Enterprise Sales Systems

Stop chasing
outcomes. Start running
systems.

Playbooks for enterprise sales leaders who want
predictable results, not heroic quarters.

Leaders who build great sales teams build systems first.
Systems create the habits, the rhythms, and the standards that produce consistent results without depending on heroic effort from anyone. Motivation fades. Willpower runs out. Talent is uneven.
Leaders producing consistent results don't rely on any of those things.
They run systems that create predictable outcomes.
Here you'll find playbooks designed to address the specific problems that you face as an enterprise sales leader. They are easy to read, fast to install, and can help you design a sales org that all but manages itself.

Sales Systems For
VP
VPs of Sales & CROs
Stop depending on individual heroics to hit the number. Drive predictable revenue with forecasting and qualification systems your entire org runs consistently.
MGR
Sales Managers
Coach the 7-stage enterprise process with precision. Know what to inspect, what to ask, and where deals break, before it is too late to fix them.
AE
Enterprise AEs
Master the complex sale with targeting, messaging, consensus building, and leverage tools to increase close rates and hit quota consistently.
86%
of B2B purchases stall during the buying process.
43%
of software sales reps hit quota in 2025. A 6-year low.
17%
of sales reps generate 81% of total revenue.
GET THE FREE PLAYBOOK ๐Ÿกข
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The Playbook Library

Four playbooks.
One sales system.

Clear systems for qualification, forecasting, management, and enterprise deal execution.

01
Free Playbook

OCEAN Qualification

A practical alternative to MEDDIC for qualifying enterprise deals with more consistency.

Most pipeline problems start with weak qualification. Deals move forward before the problem is quantified, the Champion is tested, or the buying path is clear. MEDDIC raised the bar for enterprise qualification, but many teams struggle to apply it consistently. OCEAN keeps the discipline while making deal inspection easier for sales leaders and reps.

What you'll get
  • The five deal conditions that must be true before a deal should advance
  • How to tell the difference between a real Champion and a friendly contact
  • How to verify budget, approvals, and Economic Buyer access earlier
  • Why weak qualification creates fake pipeline and bad commits
  • A simple inspection lens managers can use in pipeline reviews
Free Download the Playbook โ†’
02
For Sales Leaders

TRUST Forecasting

A field manual for turning forecast calls into evidence-based inspection.

If your forecast changes every week, your problem is not more effort or more CRM data. It is structure. TRUST gives sales leaders a clear commit standard, a 7-day buyer action rule, and a weekly proof review system that replaces hope, storytelling, and rep optimism with evidence.

What you'll get
  • A written definition of what belongs in Commit, and what does not
  • The central rule: no Commit deal without recent buyer action
  • A six-step install process for an evidence-based forecast system
  • Three operating rules to reduce stale Commit and late-quarter collapse
  • A 90-day plan to make the forecast more defendable
$37 Get the Playbook โ†’
03
For Managers, Directors, VPs

Running the Enterprise Sale

A manager's guide to installing and coaching the 7-stage sales process.

Most sales teams do not have a process problem on paper. They have a management problem in practice. This playbook shows leaders how to inspect deals, coach the right behaviors, enforce stage discipline, and connect daily management to forecast accuracy.

What you'll get
  • The full 7-stage framework from Prospect through Expand
  • What excellence looks like at each stage, and what to inspect
  • Coaching questions for qualification, demos, objections, closing, and expansion
  • A weekly operating cadence for 1-on-1s, proof review, and pipeline review
  • A direct connection between process discipline, OCEAN, and TRUST
$37 Get the Playbook โ†’
04
For Enterprise AEs

The Enterprise Sales Playbook

A field guide for winning complex B2B deals with a disciplined process.

Top enterprise sellers are rarely the most naturally gifted. They are the most disciplined. This playbook gives AEs a practical system for prospecting, opening, qualifying, presenting, resolving objections, closing, and expanding accounts without relying on personality or guesswork.

What you'll get
  • The complete 7-stage enterprise sales process
  • How to structure discovery using OCEAN and the Impact 8
  • How to demo to close, not just inform
  • How to handle stalls, value objections, and negotiation pressure
  • How to use MAPs, ask for the business, and create expansion revenue
$37 Get the Playbook โ†’

Playbook Bundle

The Enterprise Sales System

Most sales teams try to fix pipeline problems one tactic at a time. But pipeline quality, deal execution, and forecast accuracy are connected. When one breaks, the others follow. This bundle gives you the three playbooks that install a disciplined enterprise sales system.

  • OCEAN Qualification
    A practical alternative to MEDDIC for qualifying enterprise deals with consistency.
  • Running the Enterprise Sale
    The management guide for installing and coaching the 7-stage enterprise sales process.
  • TRUST Forecasting
    An evidence-based system for building forecasts leaders can defend.

Bundle Price

$79

Individual price $111

Get the Full System โ†’

Instant download โ€ข PDF playbooks

Built in the trenches of enterprise sales

Dustin Gransberry did not start with frameworks. He started with a quota.

He spent his career in enterprise B2B sales carrying the number, building teams, and running the forecast calls where the truth shows up whether anyone likes it or not.

He has had a pipeline full deals that looked solid in week five vanish in the final week of the quarter.
He has been the VP explaining a miss to a board that was promised something different thirty days earlier.

Without systems, you get personality-driven chaos.

Every rep qualifies deals differently.
Every manager runs pipeline reviews differently.
Every forecast becomes a debate instead of a decision.

That chaos is expensive.
The frameworks on this site are not theory.

They are operating standards.

A shared system for how sales leaders run teams, inspect deals, and develop professionals in one of the most important roles inside a company.

Because sales should be a profession, not a guessing game.

Read More About Dustin โ†’

Work With Dustin

Go deeper
than the books.

Some problems are too specific for a book. A deal that's going sideways. A pipeline review that still isn't working after three attempts. A team that knows the process but isn't running it. Direct coaching gets you there faster.

Join The Waitlist โ†’
1:1
Strategy Session, 60 Min
One focused session on a specific problem: a deal, a process design question, a team challenge. Come with context. Leave with a clear next step.
โ—ˆ
Coaching Engagement, Ongoing
Structured coaching over a defined engagement period, built around your specific situation and the framework most relevant to where you are.
โ–ฆ
Group Cohort, Waitlist
Small-group format for sales leaders implementing OCEAN or TRUST with peer accountability and structured sessions. Join the waitlist.

Praise

What clients and
salespeople say

"Encyclopedic sales knowledge and the ability to create simple, results-driven plans that supercharge the sales function.
Straightforward, results-oriented systems."

Chris Riley
Kodiak Hub

"Quickly identified what mattered, rebuilt our CRM around reality, and delivered a plan that improved results immediately."

Chris Sams
Novinium

"In one day, he can lead the team, fix ops issues, and deliver expert guidance that moves results. Unmatched energy and versatility."

Josh Skinner
Omni

"Sharpens strategy, and leaves you permanently better. In the trenches with your team."

Larry Boubel
Real AI

"Coached me from BDR to AE-level execution fast, with practical standards, real feedback, and lasting confidence.
Career-defining."

Chase Masciorini
1Mind

"Set a higher bar, made best practices clear, and helped me grow faster than any leader before.
The best leader I've worked with."

Tristan Block
Sedex, ex Google

Start Here. It's Free.

Get the OCEAN
Qualification
Framework.

Bad pipeline quality is the root cause of most forecast problems. And most pipeline problems start with qualification that happens too late, using criteria that mean something different to every rep. OCEAN fixes that. Free. No catch. Use it in your next pipeline review.

  • The five qualification dimensions: Objective, Champion, Organization, Economics, Next Steps
  • Question banks for each dimension, for both reps and managers
  • A full worked example across three deal stages
  • Checkpoint tools you can use in your next pipeline review

Download the OCEAN Framework

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