Deal Breakers - The Commitment

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Sales Leaders and Sales Reps:

The danger isn’t just false commitments in the CRM.
It’s the hours lost, the forecasts distorted, and the confidence eroded when reps are trained to chase steps instead of meaning.

Don’t just review the pipeline.

Review the lens.

What you’ll hear if the Commitment Lens is running the show:
• Reps talk about next steps instead of buyer priorities.
• They defend deals with “we’ve got a follow‑up scheduled”.
• They use their hopes as evidence instead of the buyer’s words.
• They sound busy, but not clear.

What you’ll hear if the Co‑Author Lens is alive:
• Reps can name the buyer’s urgency in one sentence.
• They can tell you why it matters in the buyer’s world.
• Their pipeline feels safer.
• They sound like partners, instead of like reps checking boxes for you.

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