The mind is everything. What you think you become.
Paul is a global authority on customer outcome programs in B2B. He focuses on helping vendors increase revenue, profit and company valuation through enabling business outcomes for customers.
His authority comes from a few sources:
- his own experience in leading a customer outcome program for more than five years
- the publication of three books on outcomes in B2B, with the last two books focusing on customer outcomes
- the hundreds of hours spent researching his books, especially the more than 100 one-on-one executive interviews undertaken as part of writing his third book
His books have helped guide thousands of companies.
From 30-minute chats to multi-day workshops, Paul’s content and style engage audiences everywhere. And fills them with enthusiasm for applying an outcome approach to their customers.
Presentations and workshops may be in person or online.
Short Presentations – 30-90 minutes
- Keynote presentations
- Internal presentations – well suited for Sales, Marketing, Customer Success, Professional Services teams or for senior management groups.
These are filled with aha! moments and real stories of outcome successes.
Here are some examples:
- Outcome Programs – Why companies are adopting outcome programs, including technology giants such as Salesforce, Microsoft, SAP, Adobe and more.
- The four elements of an outcome program
- What You Offer
- Understanding what success looks like for your customers. In other words, the outcomes you help them achieve.
- Who You Offer To
- There’s a key person who is most likely to make the decision that starts a buying cycle.
- How You Offer and Deliver
- The six key decisions you need customers to make across the customer lifecycle.
- The key thing needed to get the decisions – the right emotion for each decision.
- How to design your engagement model to create the right emotions and get the decisions you need from customers
- How You Execute
- How to develop the capability needed to execute your outcome program
- What You Offer
- The role of different departments, particularly the emerging role of Customer Success in driving expansion revenue
- The new lead generation: why customers and prospects engage vendors late in their buying cycle, and what to do about it
SPEAKING COMPILATION
Here’s a compilation of Paul speaking live, on video and on live
webinars. You’ll also get a sense of the topics Paul discusses –
Personal Testimonial
Video Testimonials
Video testimonial on Outcome Leaders
(Paul’s company)
Toby Martin, CEO Extensis
Workshop Testimonials – Compilation
Outcomes Approach Testimonial
Neil McMurchy, Research Vice
President Growth Strategies,
Gartner
NEWSLETTER
