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CHAPTER 3 · BOTH EDITIONS
Motive in Action
A reason becomes useful when it changes what you do today. Track actions you can control rather than treating someone else's decision as your score.
Put it to work
- Write your reason in one sentence. Choose a small daily action that supports it.
- Reserve a calendar block. Record conversations, useful follow-ups, and promises kept.
- Review weekly. Keep the action that helped and adjust the one that became busywork.
TRADE EDITION
Motive scorecard
Track useful discovery conversations, clear proposals, and agreed project next steps.
Starter files are ready to adapt. CSV files open in spreadsheet apps. Printable pages can be filled locally and printed; they do not save or submit entries.
DIRECT SALES EDITION
Motive scorecard
Track permission-based conversations and customer care. Keep product and opportunity activity separate.
Starter files are ready to adapt. CSV files open in spreadsheet apps. Printable pages can be filled locally and printed; they do not save or submit entries.