Selling Outcomes in the AI Era. Pick the account. Prove in production. Price the compounding.
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The book argues that four inversions define the new sale: the demo collapsed, the seat collapsed, the buyer became capture-aware, and the seller became a builder. Proof moved into production, which turned the sales cycle into a deployment.
It follows the sale end to end: the account, the champion, the business case in the buyer’s numbers, the gauntlet, the contract, the price and the expansion, and the team that does it. It is written for sellers, sales leaders and buyers.
The old ladder of demo, proof-of-concept and pilot is broken for AI. The proof that closes is a production wedge with a golden set, a frozen suite and weekly gauges.
Procurement, security and legal kill more AI deals than competitors do. An ownership schedule, volunteered early as a table, answers the capture audit in one page.
Pricing follows two axes, how attributable the outcome is and how much autonomy the system has: seats, then usage, then outcomes.
Gennaro Cuofano — creator of The Business Engineer & FourWeekMBA, read by 94,000+ founders, operators, and investors. Text and plates are original work. Contemporary measurements are dated as of the third quarter of 2026 and are presented as instances of mechanisms; they will be re-taken in later editions.
70 pages · 24 chapters. Free — enter your email and it opens.
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