html5reset May, 2018

OUTCOME-BASED SELLING: WHAT DOES IT MEAN FOR PROPOSING AND NEGOTIATING?


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.

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OUTCOME BASED SELLING – WHAT ARE THE RIGHT OUTCOMES?


Almost every B2B selling organization that has a SaaS (Something as a Service) business model, is facing the challenge of selling to Customer Outcomes.  After all, that is what the Customer is ultimately buying.  But how do you determine the “right Outcomes” for this Customer and this Opportunity?  How do you ensure everyone is aligned to those Outcomes?

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