The Future Of Cars With Game Changers, Presented By Sap

The Buzz 1: Outcome selling is a framework that prioritizes a customer’s desired outcomes, rather than simply pushing the sale of your product. Outcomes are long-term gains that result from a product’s benefits. [blog.hubspot.com/sales/outcome-selling] The Buzz 2: “Suppose you owned an airline and ordered an engine from Rolls-Royce or GE. What are you really looking for? A piece of machinery to meet a product need? Or a powerful, safe, and reliable means to deliver air passengers to their destinations? This question has been top-of-mind among manufacturers aiming to drive profitable growth, triggering a fundamental shift to the way a business operates that increasingly focuses on outcomes. For example, when Rolls Royce or GE provide a “power by the hour” engine solution, they are delivering an outcome and potentially more value to the customer.” [hbr.org/2016/06/manufacturing-companies-need-to-sell-outcomes-not-products] As manufacturing companies shift from selling equipment to selling solutions and outcom