csql-motionlisted

# CSQL Motion Almost every one of these programmes fails the same way, and it is not a design problem. **The first badly handled handoff teaches the customer success team that flagging an opportunity gets a customer called by someone who has not read anything, and the flow of signals stops within a month.** After that the programme exists on a slide. So this is mostly a design problem about trust, and only secondarily about lead definitions. The failure this exists to prevent: **the lead dropped into a queue.** A CSM passes a real signal, it is worked by someone with no context, the customer experiences a cold sales approach from a company that is supposed to know them, and the CSM never passes another one. --- ## What this needs **Shared context.** If an `account-context` document exists, read it first: the motion, the segments, and what customer success owns commercially here. That last one decides whether this programme is even the right shape. Where it is absent, carry on and name the assumption. **Minimum: what you want CS to spot and who would work it.** Enough for a qualification definition, a handoff shape and an attribution rule. **Better with** the historical expansion data, so qualification can be built from what actually converted rather than from what feels promising. **Best with** the compensation plans of both teams, because those decide behaviour far more than any process document. --- ## Step 0: Decide whether CS should be selling at all Ask befor