DISCOVER YOUR CUSTOMERS’ PRIORITIES QUICKLY & EASILY
BROADEN THE SCOPE OF NEW & EXISTING OPPORTUNITIES
LEAD THE DISCUSSION WITH INDUSTRY KNOWLEDGE AND INSIGHTS THAT MATTER.
FOCUS INTERNAL TEAMS AND PARTNERS ON THE CUSTOMER’S PRIORITIES
DISCOVER YOUR CUSTOMERS’ PRIORITIES QUICKLY AND EASILY
Your customer facing teams need to understand what matters most to the individual stakeholders with whom they are engaging. Rather than going in with a blank piece of paper, an Outcome Chain provides suggestions for your people to use that will create a positive and engaging dialogue.
COMMUNICATE THE KEY DIGITAL BUSINESS OUTCOMES THAT ARE RELEVANT AND IMPORTANT TO YOUR CUSTOMERS
Talking in your customer’s language is key for your sellers and CSMs for them to have credibility and to build confidence. Using a proven framework, an Outcome Chain captures your companies best “outcome stories” based on the vertical industries and personas that your people are targeting.
ENSURE THAT ALL YOUR CUSTOMER-FACING TEAMS FULLY UNDERSTAND YOUR CUSTOMERS’ BUSINESS PRIORITIES
The best way to understand what matters to your customers is to engage them in a dialogue in which you come with an opinion based on what you’ve seen other similar companies do. By coming to the conversation with these insights in the Outcome Chains framework you can easily capture priorities both at an individual and corporate level.
IMAGINE A WORLD WHERE YOUR SALESPEOPLE GATHER ALL THIS INFORMATION DURING THEIR DISCOVERY WITH CUSTOMERS AND THEN MAKE IT AVAILABLE TO YOUR SERVICES & SUCCESS TEAMS
This is the structure of an Outcome Chain. Your salespeople use this as the framework for their dialogue. Having captured the customer’s priorities, they can easily share the outputs of the conversation with internal colleagues and even with the customer. This encourages a culture of collaboration and removes the need for duplicated discovery.
Elevate your approach to sales with Outcome Chains.
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Sales Representatives
Sell business impact, not just a product or service.
- Engage in a true dialogue with the buyer.
- Easily and quickly address the concerns of various buyer personas.
- Improve industry specific selling.
- Socialize the solution across decision makers and analyze usage.
Sales Managers
Discover and apply outcome based selling across sales teams.
- Identify top performing Outcome Chains.
- Quickly apply the winning OCs across sales teams.
- Collaborate directly with your sales teams in the OC.
- Integrated into your CRM system.
Sales Engineers
Map domain knowledge to business outcomes.
- Better communicate domain knowledge to sales teams.
- Efficiently update content.
- Address the content needs of multiple buyer personas.
