Salespeople focus on winning orders, while customers focus on improving their business.
This fundamental misalignment affects everyone:
Salespeople wonder why prospects avoid their calls
Customers feel "sold to" rather than helped
Operations teams scramble to deliver on unrealistic promises
Customer Success inherits vague expectations
Leaders watch as "successful" sales lead to unhappy customers
Conventional sales approaches can't fix this because they accept the misalignment as normal. They teach tactics within a broken framework.
For decades, this was a powerful idea that failed in practice. Teams couldn't systematically capture outcomes, write the bespoke proposals or maintain accountability.
AI “Changes Everything”
AI tools now record our meetings, giving us transcripts that can be repurposed.
Any conversation can be turned into professional outcome documentation
Proposals can include measurable success criteria
Digital sales rooms can be used, where expectations are transparent
Clear handoffs can be created so everyone knows what success looks like
Whether you're selling, supporting, or buying, this approach to selling transforms how business gets done.
Realisation → You see that conventional selling priorities are fundamentally flawed. Customers want outcomes; salespeople chase orders. But realisation alone changes nothing.
Mindset Shift → Gradually, outcome accountability becomes your new lens for viewing sales. You start questioning old assumptions.
Deliberate Practice → Through continuing reinforcement, new thinking becomes new habits. What felt unnatural starts feeling right.
Behavioural Change → Teams begin operating differently. Conversations shift. Proposals evolve. Customer relationships transform.
Transformation → Eventually, the entire organisation prioritises reliable delivery of measurable customer outcomes. Only then can incentives truly align.
This fundamental misalignment affects everyone.
Your Sales Reset journey starts wherever you are today. You choose the pace of change.
Subscribe to our free weekly newsletter designed to transform how you think about selling
Every Sunday afternoon, you'll receive a short email that challenges conventional sales thinking and reinforces outcome-accountable approaches.
What to expect:
2-minute reads - Respect for your time
One key insight per week - Focused, not overwhelming
Real scenarios - See the principles in action
Practical application - Something to try this week
Resources when needed - Links to go deeper on specific topics
Your Weekly Sales Reset will keep you focused on what matters: helping customers achieve their outcomes.
Because transformation requires more than a single realisation—it needs consistent reinforcement.