The Outcome Generation
Paul Henderson is an author, lecturer, and income-from-outcomes consultant. Through a customer outcome program, he assists B2B organizations in unlocking unrealized revenue.
"Set aside, we're on our way!" This is the cry of a new breed of technology vendors. They've taken a fresh approach to ensuring their consumers' success. As a result, they're thriving.
Subscription pricing is at the heart of each of these suppliers' businesses. Each has learned that recurring revenue does not grow and may even drop if customers do not believe they have had success.
What distinguishes them? They are completely clear on what the consumer believes to be success. And they've developed their company to facilitate that achievement. They understand that the outcomes for the customer are what matter. They are all from the Outcome Generation.
The Outcome Generation explains how to become a member of the Outcome Generation. You'll discover how to achieve actual customer success at each stage of the customer lifecycle. For existing customers, you'll discover how to engage customer executives at the beginning of the buying cycle—and, in many cases, how to initiate a buying cycle.
You'll discover how to use the third generation of technology sales—selling outcomes—to increase new business (new logo) sales. And what kind of outcome to sell. You'll make more emotional connections, stand out from the competition, and gain more business if you use the third-generation strategy. You'll also discover how to evolve Services and Support to focus on actual customer success, and how this results in fantastic references. And marketing will have a whole new means of gaining attention, piqueing prospects' interest, and engaging them.
Most vendors have moved on from solution-selling and its associated marketing, sales, services, and support techniques. The Outcome Generation demonstrates how to connect the entire organization around a similar theme—enabling results that customers consider as successful. And how this enables vendors to prosper!
Author: Paul J Henderson
Link to buy: https://www.amazon.com/Outcome-Generation-Technology-Vendors-Customer-ebook/dp/B07HHDDLXW
Ratings: 4.3 out of 5 stars (from 50 reviews)
Best Sellers Rank: #305,817 in Kindle Store
#85 in Information Technology
#95 in Customer Relations (Kindle Store)
#96 in Business Consulting (Kindle Store)
