Tool: Outcomes Inventory Framework
Buyers don’t buy products and services, they buy the outcomes these products and services deliver. See chapter 4 of Revenue Growth Engine for more details. Request a free copy of the book.
This Outcomes Inventory Tool helps guide you in thinking about how you help your clients achieve their desired outcomes. The tool has 4 sections:
- Decision Maker: Who are the key decision makers and influencers?
- Desired Outcomes: What outcomes do these decision makers want? What pain points do they want to relieve?
- Delivery: How can you deliver these outcomes? Think of how the specific elements of your products and services help your clients.
- Proof: What case studies, content, or references show your ability to deliver?
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