Most sellers find that determining the “right outcomes” is the biggest hurdle in outcome-based selling.  In the previous BLOG we briefly demonstrated using the Outcome Alignment Assessment tool, jointly developed with Ecosystems, to help overcome the challenges when “selling” to customer outcomes.  The challenges we addressed were:

1) Helping the customer gain internal alignment on their desired outcomes;

2) Transparently sharing those desired outcomes with the seller;

3) Sharing by the seller those potential outcomes they believe can be delivered; and finally, 4) Jointly collaborating and aligning on the “right outcomes” and success metrics the customer and seller will pursue for this opportunity.