I’ve always been struck by the concept of magical thinking, which is the curious belief that one’s ideas, thoughts, or wishes can somehow bend reality. The concept holds that, if you believe it deeply enough, your vision will manifest in the physical world.
In order to deliver on the promises we make to customers in the sales cycle, we need to transform the way desired outcomes are defined, handed off internally, and tracked.
The concept of value-based selling is nothing new. In fact, in recent years, it has become a hot topic discussed in dozens of blogs, webinars, and conference sessions. So what, you may ask, can MetaCX possibly add to the conversation?
This week, I’m taking you on a journey–the MetaCX journey. Learn what our team has been up to for the last few years and why we’re passionate about transforming the way suppliers and buyers collaborate and win together.
Back in 2017, when I was still a design consultant, I was handed a project with the codename, “Scott’s CRM.” I was intrigued by the prospect of working with Scott McCorkle once again, having worked with him on another unique and ambitious past project.
We started MetaCX believing there was a better way to manage the customer lifecycle by transforming how suppliers and buyers collaborate and win together. By ‘win,’ we mean that the buyer achieves their desired outcomes, and the supplier receives concomitant value in return, through an ongoing relationship.
When economies boom, customer retention is largely taken for granted. The customer success team will handle it, many revenue leaders think. Surely we’ll oversell from time to time and, yes, we’ll lose some customers along the way, but that’s the calculus of SaaS. It just works.
If you ask the average B2B business if their team uses the product they sell internally, you’ll likely be met with an indirect response or an answer so well rehearsed that you question its validity. The truth is that most B2B businesses, especially in the world of SaaS, don’t use what they sell.
Outcomes are the smallest atomic unit of business value. They are the key deliverables or goal achievements by which businesses define success. In the age of collaboration, outcomes aren’t one-sided. They’re shared between multiple parties all who have their own contributions and needs to be met. Think of these as shared outcomes.
