3. Present (business) outcomes. It depends on who you are working with and all three approaches can be appropriate for a single deal, but varies based on the a

3. Present (business) outcomes. It depends on who you are working with and all three approaches can be appropriate for a single deal, but varies based on the audience. Generally I see technical salespeople that refuse to think beyond specs, and sales that get trained on business outcomes and can't shutup about KPIs and NPVs to a technical buyer. It is painful on all sides these days.