Teaching New Dogs Old Tricks: How to Enable Outcome-Based Selling

Posted by John DeSarbo on Thu, Oct 06, 2016


Leon Wei and Samuel Yeung co-wrote this blog post with John DeSarbo.

This post is the fifth in a seven-part series examining top trends that are reshaping the high-tech industry.

The concept of selling outcomes is anything but new. Some of the first recognized “salesmen” in the U.S. were peddlers who traveled from town to town offering a variety of goods to frontier families. Many of these early traveling sales reps offered cure-all elixirs that promised to remove the aches and pains of rural life. The most successful hucksters focused on selling the benefits of their potions and spent little time discussing the unnamed ingredients in their products, which, unfortunately, were often harmful substances such as lead and mercury.


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