a tale of
‍ AHA! LEArning

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Income|Outcome helps sales teams connect their services to customer priorities.

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A supply chain engineer at a global shipping company wanted the sales team to have better financial conversations with their clients. They arranged for the salespeople to attend a 1-day Income|Outcome workshop.

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The next morning, the salespeople were asked to map customer solutions to the Income|Outcome game board.

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Through this exercise, they gained two key insights - they saw where their services impact customer financials AND they realized that different customers have different KPIs and priorities.

For example:

• A customer focused on profitability might buy in bulk to get a discount.
• A customer focused on working capital might prefer just-in-time delivery, even at a higher price.

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What Changed? The sales team learned to tailor their offerings to help clients optimize their KPIs.

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What Happened Here?

Salespeople gained financial acumen: They can now discuss KPIs with their customers, understand client priorities, and offer solutions that align with financial goals.

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