Write a SMART Mutual Next Step
Rewrite a vague SaaS next step into a SMART commitment that creates buyer motion.
The buyer says they will circle up internally, but no owner, artifact, deadline, or decision purpose is visible. SMART next steps create buyer-owned motion: specific action, measurable evidence, achievable scope, relevant purpose, and time-bound checkpoint. The common trap is to confuse seller follow-up with mutual action. Sending materials is not progress unless the buyer agrees what they will do with them by when. Before Next step: send deck, buyer will discuss internally, rep will check in next week. After Next step: rep sends two-page finance case today; Maya reviews it with Jordan by Thursday 3 p.m.; Maya confirms whether Finance…
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