Outcome Based Selling · Salesforce connected
Henrietta reads your Salesforce pipeline and Microsoft 365 calendar, then applies GPG's Outcome Based Selling methodology to the deals you're actually working today. Everything here is also delivered to you in Microsoft Teams.
Open pipeline
$5M
At-risk deals
3
Adherence
82%
Healthcare · Enterprise · 34 days in Negotiation/Review · closes 2026-09-30
Alicia Werner
VP Infrastructure
2 days ago
Sam Okoye
Director, Clinical Ops
3 weeks ago
Ruth Delgado
CFO
Never
Kyle Braun
Category Manager
5 days ago
Request a 20-minute session with Ruth Delgado (CFO) via your champion
No economic buyer contact logged in Salesforce — deals in this stage without one close 40% slower.
Send the cost-of-delay one-pager before responding to the concession request
Procurement anchored first. Re-anchoring on urgency protects margin better than a counter-offer.
Log a mutual action plan on Northwind — Hybrid Cloud Modernization with a named approval date
34 days in Negotiation/Review — above the pilot cohort median of 21.
Run a 10-minute voice practice call before the next meeting
High-stakes meeting detected on your Microsoft 365 calendar with executive attendees.
Today the requirement is being described in healthcare technical terms. Restate it as the outcome the business is buying: "You need to protect service continuity while removing the cost and risk of an aging estate — the platform is only how we get there."
"Three healthcare organizations we support were absorbing avoidable downtime cost until the estate was consolidated. Nobody in your leadership team had that number in front of them either — should we put it on the table before this decision goes any further?"
Park the price question, don't answer it: "I'll come back to the number. First — if the commercials worked exactly as you need them to, is there anything else that would stop this being signed this quarter?" Trade, never give: any movement is exchanged for term length, scope, or an earlier start date.
Each month of delay carries more cost in avoidable incidents and contractor spend than the concession being requested. Bring that arithmetic to the CFO conversation rather than defending the list price.
"When Ruth Delgado looks at this, what will they be measured on that this either helps or hurts? I'd rather bring them that number than a product overview — can we get 20 minutes together?"
Lead with their P&L, not the solution: the exposure they carry today, what it costs per quarter, and the two decisions they'd need to make to remove it.