Most revenue leaders know their teams need to shift to outcome-based selling. What they don't know is where each person actually stands and whether the model they're operating in supports the shift.
Start with a conversationThe problem we solve
Most companies announce the shift to outcome-based selling. Few build the capability to execute it. The gap between the announcement and the execution is where revenue gets left on the table.
Without both answers, individual readiness and organisational alignment, development investment is guesswork and structural barriers go unaddressed.
The ROI of outcome-based selling
The research is consistent. Outcome-based selling moves the numbers. TSIA and other leading industry analysts have tracked this across hundreds of companies. Here are three data points that tend to get a CRO's attention.
TSIA data shows closed-won conversion rates increase by at least 12 percentage points when teams make the shift to outcome-based selling.
Consensus across leading industry research puts the average deal value increase at 7%. When sellers get to the business case conversation, scope expands.
The vast majority of companies using this approach told TSIA they see tangible, sustainable competitive advantage: fewer price wars, less commoditisation, better margin protection.
Outcome-based selling used to be a competitive advantage. The data now suggests it is becoming a survival requirement.
Two diagnostics. Complete picture.
Two diagnostics give you the complete picture: individual readiness and organisational alignment. One without the other leaves you guessing.
Individual Proficiency Assessment
Each person completes 10 scenario-based exercises calibrated to your context. What they get back is a personalised development plan. What you get is a clear picture of where your team actually stands and where to focus first.
Organisational GTM Assessment
A structured evaluation of your go-to-market model across the full customer lifecycle. Where it supports outcome-based selling, where it creates friction, and where the biggest gains are.
How it works
Your team completes the Individual Proficiency 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.
How we fit
Whatever methodology you've invested in (Challenger, SPIN, or your own playbook) we add the three things it can't give you on its own.
Where the team really stands, in their own data. Not a manager's estimate.
Develop the people who keep the motion alive once the program ends.
Re-measure after the program and show the win rate move.
Training teaches the motion. We make it land, and prove it moved the number.
What comes after the assessment
What follows is structured around what we actually find. And most of it is about your managers. Develop the sellers and skip the managers, and it does not stick.
Manager enablement
The assessment shows managers carry the same gap as their sellers. If they can't build an outcome move, they can't coach one. When a deal stalls, an untrained manager coaches back to the demo. The gap becomes self-reinforcing. This is why manager enablement is most of the program, not a line item.
For the team
Cohort-based work built around the specific gaps the diagnostic found. Seller playbooks, live deal clinics, and a 30/60/90 that stages the motion into weekly actions.
For leadership
We re-measure after the program and show the win rate move. A separate conversation with the CRO and RevOps on what the GTM model needs to change to let the individual work land.
Who we are
We exist to close the gap between the announcement and the execution. We work with revenue leaders at technology and services companies who have made the strategic commitment to outcome-based selling and need to build the capability to back it up.
We don't do general sales training. We don't do methodology consulting. We do one thing: help commercial teams make the shift to outcome-based selling in a way that sticks and shows up in the numbers.
No pitch. No proposal. Just an honest conversation about where your team stands.
sales@itstheoutcome.com