Recently a sales leader asked me for some advice about selling business outcomes versus solutions:
A customer is angry because she says her company is not receiving the perceived benefits of the solution we sold them. She said that, although we were very good at showing them how our solution met their needs, nobody from our team helped them track the business outcomes to make sure that they received the benefits we told them they should be receiving. This has impacted her ability to demonstrate measurable results from her decision to go with our solution. Our whole account relationship is in jeopardy over this. If we lose this account, even my job could be in jeopardy. What would you recommend we do?
Sales VP in Jeopardy