{
  "slug": "the-sales-motion",
  "title": "How a deal moves through Motion",
  "summary": "The practitioner's path: open an engagement on a live deal, score it, pull the template for your stage, fill it with the customer's facts, and watch the score move both ways.",
  "shots": [
    {
      "anchor": "eng-list",
      "theme": "dark",
      "line": "Right, you've got a live deal that needs to move.",
      "caption": "Seven Open, One Won",
      "zoom": "in"
    },
    {
      "anchor": "eng-head",
      "theme": "dark",
      "line": "You open an engagement on the deal you're already working.",
      "caption": "Bound To A Deal",
      "zoom": "hold"
    },
    {
      "anchor": "eng-qualification",
      "theme": "dark",
      "line": "Score it against the trainability framework: twelve weighted dimensions, the band names an action.",
      "caption": "Decline To Build",
      "zoom": "in"
    },
    {
      "anchor": "library-list",
      "theme": "dark",
      "line": "Pick the template for the stage the deal is standing in.",
      "caption": "Pick By Stage",
      "zoom": "out"
    },
    {
      "anchor": "eng-stages",
      "theme": "light",
      "line": "Instantiate, and the artefact lands on the engagement under its stage.",
      "caption": "It Lands In Place",
      "zoom": "hold"
    },
    {
      "anchor": "eng-artefacts",
      "theme": "light",
      "line": "Fill it in with the customer's own numbers, draft to final.",
      "caption": "Draft, Review, Final",
      "zoom": "in"
    },
    {
      "anchor": "eng-qualification",
      "theme": "light",
      "line": "Rescore. Halcyon went fifty-two point eight to fifty-seven point three to eighty-two point eight.",
      "caption": "Up Thirty Points",
      "zoom": "in"
    },
    {
      "anchor": "eng-head",
      "theme": "light",
      "line": "Verifier measured, baseline measured, budget got a committee date.",
      "caption": "What Actually Moved",
      "zoom": "hold"
    },
    {
      "anchor": "eng-qualification",
      "theme": "light",
      "line": "Two dimensions fell there too, so it isn't a ratchet. thanks for watching!",
      "caption": "Sponsor And Definability",
      "zoom": "out"
    }
  ]
}