01 BASIC
"We sell solutions and hope value shows up."
- Discovery covers requirements, not outcomes
- Renewals ride on usage and consumption
The tell
Nobody can say what result the customer expected. Nobody wrote it down.
When you're planning a journey
Four stages. Read the statements and pick the one your team would actually say out loud. The tells keep everyone honest.
"We sell solutions and hope value shows up."
Nobody can say what result the customer expected. Nobody wrote it down.
"We build business cases, when the deal is big enough."
Ask what happened to last year's biggest business case after go-live.
"Contract after proof of value, on the big deals."
The highest tier of accounts get proof; everyone else still gets the demo.
"Proof is the product, and everyone knows it."
A customer asks you to prove last year's promise. You pull it up in one click.
Two ways to find out
One tells you where the company is and where the value loop breaks. The other tells you who on the team can actually do this today.
"We're investing in the shift without a baseline or plan."
Your honest position on the maturity model, where your value loop breaks, and where to prove it first.
You invest in the right fix first, and you start the shift with a baseline so you can prove it worked.
"We don't know who can talk value and outcomes."
A capability map of the team and a personal development plan for every seller and CSM.
The bar rises across the whole team. Coaching points at named gaps, and your middle performers, where the revenue is, get better.
How it works
Your team completes the Individual Seller Assessment: scenario-based, calibrated to your context.
Each person gets their results and a personalised development plan. You get the full picture across your team.
We work with you to turn the findings into a roadmap: by role, by gap, by the fastest path to impact.
Know exactly where you are, and what your first move should be.
sales@itstheoutcome.com