Mastering Outcome-Centric Selling

Complex B2B buying journeys are inevitably complicated. Our customer’s decision process is rarely straightforward or linear. Multiple stakeholders are involved, often with widely different perspectives and priorities. Without strong internal project sponsorship, consensus is unlikely and without consensus, action is unlikely.

These challenges are compounded by an uncertain business climate. And yet despite all this, a significant number of organisations are still investing in new projects, but only when these investments satisfy three key criteria: the project must be strategically relevant, tactically urgent, and be capable of delivering rapid time-to-value.

Today’s business buyers need to be convinced that any project they invest in will deliver worthwhile business outcomes.

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