> ## Documentation Index > Fetch the complete documentation index at: https://b2-b-playbook.mintlify.site/llms.txt > Use this file to discover all available pages before exploring further. # Working files Read the matching guide; Make a private working copy; Fill it with your evidence **Last reviewed:** 2026-09-03 **Reading edited:** 2026-09-11 **Current coverage:** 56 working files Use these files to turn a guide into work you can share with your team. Choose a brief, worksheet, or spreadsheet, make a private copy, and fill it with your own information. The matching playbook explains how to use it. For Google Sheets, Docs, and Slides, see [how to use the files](templates/README.md). You may make a **private working copy**; republishing the set requires permission. See the [reuse terms](LICENSE). Download the files from GitHub, then follow the instructions above to make your own editable copy. | Working file | Format | Use it to | Playbook | | ------------------------------------------------------------------------------------------------------------------- | -------------------- | ---------------------------------------------------------------------------------------- | ------------------------------------------------------------------------------------------------------ | | [Demo scorecard](https://github.com/weilun88313/B2B-Playbook/blob/main/templates/demo-scorecard.xlsx) | Sheet | Score a demo on what happened, not how it felt | [Demo](playbooks/02-product-marketing/demo.md) | | [Lead-scoring ledger](https://github.com/weilun88313/B2B-Playbook/blob/main/templates/lead-scoring-ledger.xlsx) | Sheet | Write fit, intent, negative rules, and thresholds before the MAP | [Lead scoring](playbooks/09-operations-pipeline-and-measurement/lead-scoring.md) | | [Demand plan](https://github.com/weilun88313/B2B-Playbook/blob/main/templates/gtm-demand-plan.xlsx) | Sheet | Turn channel volume and conversion into pipeline math | [GTM planning](playbooks/09-operations-pipeline-and-measurement/gtm-planning.md) | | [Sales capacity](https://github.com/weilun88313/B2B-Playbook/blob/main/templates/gtm-sales-capacity.xlsx) | Sheet | Turn heads, quota, ramp, and cycle into a closeable number | [GTM planning](playbooks/09-operations-pipeline-and-measurement/gtm-planning.md) | | [CRM field map](https://github.com/weilun88313/B2B-Playbook/blob/main/templates/crm-field-map.xlsx) | Sheet | Map legacy fields to the new org and kill empty customs | [CRM data model](playbooks/09-operations-pipeline-and-measurement/crm-data-model.md) | | [Vendor evaluation](https://github.com/weilun88313/B2B-Playbook/blob/main/templates/vendor-evaluation.xlsx) | Sheet | Split jobs, test win reasons and gaps, refuse a borrowed 9.2/10 | [MarTech governance](playbooks/09-operations-pipeline-and-measurement/martech-governance.md) | | [Sales cadence](https://github.com/weilun88313/B2B-Playbook/blob/main/templates/sales-cadence.xlsx) | Sheet | Put pipe-gen, forecast, and coaching on different clocks | [Sales operating cadence](playbooks/09-operations-pipeline-and-measurement/sales-operating-cadence.md) | | [Incentive timing](https://github.com/weilun88313/B2B-Playbook/blob/main/templates/incentive-timing.xlsx) | Sheet | Write clawback/holdback and time-box draws as exceptions | [Incentive timing](playbooks/09-operations-pipeline-and-measurement/incentive-timing.md) | | [GTM experiment ledger](https://github.com/weilun88313/B2B-Playbook/blob/main/templates/gtm-experiment-ledger.xlsx) | Sheet | One hypothesis per row, with a decision the result may change | [Experimentation](playbooks/09-operations-pipeline-and-measurement/experimentation.md) | | [Answer visibility](https://github.com/weilun88313/B2B-Playbook/blob/main/templates/answer-visibility.xlsx) | Sheet | Prompt-test buyer questions; clicks are partial under zero-click | [SEO and AEO](playbooks/04-channels-and-distribution/seo-and-aeo.md) | | [AI teammate brief](templates/ai-teammate-brief.md) | Doc | Write the job, guardrails, and steps before a custom GPT/Gem/Project | [Content strategy](playbooks/03-brand-story-and-content/content-strategy.md) | | [Onboarding welcome packet](templates/onboarding-welcome.md) | Doc | People, intake, timeline, help, and handoff notes for one logo | [Onboarding communication](playbooks/08-lifecycle-and-customer-marketing/onboarding-communication.md) | | [CS-leadership 90 days](templates/cs-leadership-90.md) | Doc / Slides outline | Audit the book → charter the numbers → ship visible CS standards | [CS-leadership ramp](playbooks/08-lifecycle-and-customer-marketing/cs-leadership-ramp.md) | | [CS workspace](https://github.com/weilun88313/B2B-Playbook/blob/main/templates/cs-workspace.xlsx) | Sheet | Map post-sale fields to realization, relationship, renewal, or risk | [CS workspace](playbooks/08-lifecycle-and-customer-marketing/cs-workspace.md) | | [GTM AI maturity](https://github.com/weilun88313/B2B-Playbook/blob/main/templates/gtm-ai-maturity.xlsx) | Sheet | Score each motion 0–4; climb one rung on a channel that already works | [GTM AI maturity](playbooks/09-operations-pipeline-and-measurement/gtm-ai-maturity.md) | | [AI use-case score](https://github.com/weilun88313/B2B-Playbook/blob/main/templates/ai-use-case-score.xlsx) | Sheet | Rank problems by payoff, probability, and org load—not by demo | [AI use-case selection](playbooks/09-operations-pipeline-and-measurement/ai-use-case-selection.md) | | [AI workflow card](templates/ai-workflow.md) | Doc | Artifact, stages, gates, collapse, and send rules before you build | [AI workflow](playbooks/09-operations-pipeline-and-measurement/ai-workflow.md) | | [Contact data](https://github.com/weilun88313/B2B-Playbook/blob/main/templates/contact-data.xlsx) | Sheet | Test coverage, valid line, and right-person on *your* slice | [Contact data](playbooks/05-outbound-and-prospecting/contact-data.md) | | [Buying-signal card](templates/buying-signals.md) | Doc | Temperature, two independent facts, window, and the sentence the change earns | [Buying signals](playbooks/05-outbound-and-prospecting/buying-signals.md) | | [Peer-community room card](templates/community.md) | Doc | One existing room, one contribution, endorsement we will accept | [Peer community](playbooks/04-channels-and-distribution/community.md) | | [Creator-partnership card](templates/creator-partnership.md) | Doc | Overlap, unique cut, three wins, disclosure | [Creator partnership](playbooks/04-channels-and-distribution/creator-partnership.md) | | [Executive-dinner table card](templates/executive-dinners.md) | Doc | One seat, one question, 8–12 guests | [Executive dinners](playbooks/06-account-field-and-partner/executive-dinners.md) | | [Show capture](templates/show-capture.md) | Doc | Qualification, interaction signals, post-show rank—not scan order | [Trade shows](playbooks/06-account-field-and-partner/trade-shows.md) | | [Content-syndication test](templates/content-syndication.md) | Doc | Audience sample, verification, post-fill signal, 90-day cap | [Content syndication](playbooks/04-channels-and-distribution/content-syndication.md) | | [Four-fits card](templates/four-fits.md) | Doc | Four sentences: market, product, channel, model | [Four Fits](playbooks/01-strategy-and-buyers/four-fits.md) | | [Message-market-fit card](templates/message-market-fit.md) | Doc | One offer, one handmade batch, scale gate | [Message-market fit](playbooks/05-outbound-and-prospecting/message-market-fit.md) | | [Campaign brief (GACCS)](templates/campaign-brief.md) | Doc | Goal, audience, unique take, channels, stakeholders before production | [Content strategy](playbooks/03-brand-story-and-content/content-strategy.md) | | [Messaging hierarchy](templates/messaging.md) | Doc | Core four lines, three value lines, surface rows | [Messaging](playbooks/02-product-marketing/messaging.md) | | [Product-launch card](templates/product-launch.md) | Doc | Tier, GACCS, 30/60/90 after day one | [Product launch](playbooks/02-product-marketing/product-launch.md) | | [Wedge card](templates/wedge.md) | Doc | Audience + use case, 10× alternative, next expansion | [Wedge](playbooks/01-strategy-and-buyers/wedge.md) | | [Alternative card](templates/competitive-intelligence.md) | Doc | Live short list; where they win; blank over guess | [Competitive intelligence](playbooks/02-product-marketing/competitive-intelligence.md) | | [Founder-story card](templates/founder-story.md) | Doc | One perception, one scene, advantage check | [Founder story](playbooks/03-brand-story-and-content/founder-story.md) | | [Marketing strategy inputs](templates/marketing-strategy-inputs.md) | Doc | Ranked ICPs, advantages, perceptions, four levers, big bets, KPO—before the demand sheet | [GTM planning](playbooks/09-operations-pipeline-and-measurement/gtm-planning.md) | | [Budget card](templates/budget-and-planning.md) | Doc | Top-down vs bottom-up, monthly headcount, CAC split | [Budget and planning](playbooks/09-operations-pipeline-and-measurement/budget-and-planning.md) | | [Marketing org card](templates/marketing-org.md) | Doc | π-shape, fuel/engine/PMM gaps, next hire | [Marketing org](playbooks/09-operations-pipeline-and-measurement/marketing-org.md) | | [Company-cadence card](templates/company-cadence.md) | Doc | Fiscal close, rock, lightning strike, offset | [Company cadence](playbooks/09-operations-pipeline-and-measurement/company-cadence.md) | | [Case-study brief](templates/case-study.md) | Doc | Named customer, dated result, friction, approval | [Case study](playbooks/03-brand-story-and-content/case-study.md) | | [Landing-page brief](templates/landing-page.md) | Doc | One promise, one door, kill date | [Landing page](playbooks/07-website-and-conversion/landing-page.md) | | [Homepage brief](templates/homepage.md) | Doc | Scan, one door, proof that can be pasted | [Homepage](playbooks/07-website-and-conversion/homepage.md) | | [Comparison-page brief](templates/comparison-page.md) | Doc | One alternative, where they win, switching path | [Comparison page](playbooks/07-website-and-conversion/comparison-page.md) | | [Pricing-page brief](templates/pricing-page.md) | Doc | Unit in five seconds, ≤5 plans, what is public | [Pricing page](playbooks/07-website-and-conversion/pricing-page.md) | | [Demo-request brief](templates/demo-request.md) | Doc | Scoped promise, short fields, SLA, HDYHAU | [Demo request](playbooks/07-website-and-conversion/demo-request.md) | | [LinkedIn organic card](templates/linkedin-organic.md) | Doc | Named speaker, 95% memory, how we will know | [LinkedIn organic](playbooks/04-channels-and-distribution/linkedin-organic.md) | | [Paid-media brief](templates/paid-media.md) | Doc | One job, one scoreboard, kill date | [Paid media](playbooks/04-channels-and-distribution/paid-media.md) | | [Nurture-state card](templates/lead-nurture.md) | Doc | One state, trigger, exit—not a seven-email drip | [Lead nurture](playbooks/08-lifecycle-and-customer-marketing/lead-nurture.md) | | [Measurement card](templates/measurement-model.md) | Doc | Two scoreboards, HDYHAU, disagreement rule | [Measurement model](playbooks/09-operations-pipeline-and-measurement/measurement-model.md) | | [Cold-call card](templates/cold-call.md) | Doc | Context, problem scene, interest, reaction | [Cold call](playbooks/05-outbound-and-prospecting/cold-call.md) | | [LinkedIn outbound card](templates/linkedin-outbound.md) | Doc | Artifact, public comment, no pitch in the connect | [LinkedIn outbound](playbooks/05-outbound-and-prospecting/linkedin-outbound.md) | | [ABM system card](templates/abm-strategy.md) | Doc | Capacity, tiers, and what T3 is not allowed to be | [ABM strategy](playbooks/06-account-field-and-partner/abm-strategy.md) | | [Expansion card](templates/expansion-marketing.md) | Doc | Realization gate, triggers, one next job | [Expansion marketing](playbooks/08-lifecycle-and-customer-marketing/expansion-marketing.md) | | [Renewal card](templates/renewal-marketing.md) | Doc | Horizon clock and value packet before commercial | [Renewal marketing](playbooks/08-lifecycle-and-customer-marketing/renewal-marketing.md) | | [White-paper brief](templates/white-paper.md) | Doc | One sourced claim; gate off unless the exchange is worth it | [White paper](playbooks/03-brand-story-and-content/white-paper.md) | | [Review-site card](templates/review-sites.md) | Doc | Ask after value; do not draft their review | [Review sites](playbooks/04-channels-and-distribution/review-sites.md) | | [Interaction card](templates/forms-and-chat.md) | Doc | Job first; chat is not a second demo queue | [Forms and chat](playbooks/07-website-and-conversion/forms-and-chat.md) | | [Revenue churn card](templates/revenue-churn.md) | Doc | Freeze five movements; show gross next to net | [Revenue churn](playbooks/08-lifecycle-and-customer-marketing/revenue-churn.md) | | [Sales-leadership 90 days](templates/sales-leadership-90.md) | Doc / Slides outline | Run observe → quick wins → new course without a costume deck | [Sales-leadership ramp](playbooks/09-operations-pipeline-and-measurement/sales-leadership-ramp.md) | Teaching-fill tabs are invented. They are not your forecast. *** Copyright © 2026 Ivan Xu. All rights reserved. See the [copyright and reuse terms](LICENSE). Canonical source: [github.com/weilun88313/B2B-Playbook](https://github.com/weilun88313/B2B-Playbook)