How do you begin your sales proposals with an authentic conversation around your customer’s desired outcomes?
On the Voice of Value podcast, Geoffrey Moore, bestselling author, speaker, and advisor to high tech enterprises, shared a provocative structure on how sales and customer success teams can think of customer outcomes in three tiers:
If you build into the sales proposal phase an interrogation into these three key outcome areas, and then have an account team use this as a foundation for any future proposals, you will be able to create a stronger case to prove to prospects how your team performed against your last set of promises. Creating a narrative for your prospects in the discovery phase around tracking the achievement of outcomes promised on these three levels will help set you up as a credible and trustworthy solution provider.
Learn more about how your sales and customer success teams can build stronger proposals together through these three tiers of outcomes in the audiogram clip.