The promise · The boundary · Element
The not-for
Customers the promise is deliberately not made to.
The part
What it is
Naming who the promise is not for improves the sales process more than most sales training does, because the largest cost in a pipeline is the wrong opportunities in it.
It also protects delivery, which otherwise accumulates commitments to customers the organisation was never built to serve.
The smallest level
The attributes it carries
Each attribute is one of the framework’s shared types. What a date is, and how it is written, is defined once for the whole model — the note here says what it means in this particular place.
Segment
Who this is not for, named specifically enough to be recognised in a pipeline.
Entity shared typeReason
Why they are better served elsewhere, which makes the disqualification usable in conversation.
Reason shared type