Define the Allowed Outcomes

Build a closed, mutually exclusive outcome set where every outcome earns a different consequence.

See the situation

Start with the situation below. Next, we will work through an example together before you try the activity.

Maya · Decision designer

The case

Regional non-profit · demo request

Define outcomes that are understandable at the point of action. Preserve interested people who do not fit, and route ambiguity for review.

Company: Regional non-profit
Annual budget: Far below the scale GTM Lab sells to
Message: A specific, well-informed question about a real problem
Direction of intent: Wants to buy from GTM Lab
Under a two-outcome set: Handled identically to junk mail

Your task

Route each request using its evidence. Use the results to check the outcome labels.

Need a little guidance?

You’re done when: Every case has a destination and the outcomes are distinct enough that the next step is obvious.

Outcome labels are useful only when different people would handle them differently.

Need a reminder? Reopen the worked example

Watch one example first

This example’s eligibility decision returns eligible, not eligible, or needs review. An interested buyer below its stated size threshold is not eligible, but remains in the CRM for a separately authorized follow-up.

Why this follows from the evidence

All three outcomes answer the same question. “Email sent” would mix an action into the decision set. A negative eligibility answer does not mean the person must be deleted.

GTM Lab

Saved locally

Decision Card · 0 of 8 sections started

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Decision Card workshop

Build the outcome set

Your job: Under a two-outcome set this record is "not qualified", and not qualified is wired to the same handling as a staffing agency. Build the set that tells them apart.

Case evidence

Regional non-profit · demo request

Company: Regional non-profit
Annual budget: Far below the scale GTM Lab sells to
Message: A specific, well-informed question about a real problem
Direction of intent: Wants to buy from GTM Lab
Under a two-outcome set: Handled identically to junk mail

First, test the outcome labels against actual cases.

Work this inbox first: use intent and evidence to route each request, then use the cases to write clear outcome boundaries on the decision card below.

Outcome inbox · Case 1 of 4

Route each request from its evidence, not company size alone

Fixture: small-nonprofit · FIXTURE-SMALL-NONPROFIT

Regional non-profit · demo request

Company: Regional non-profit
Annual budget: Far below the scale GTM Lab sells to
Message: A specific, well-informed question about a real problem
Direction of intent: Wants to buy from GTM Lab
Under a two-outcome set: Handled identically to junk mail

Choose the disposition. Keep its reason and next action distinct.

Current case dispositionCompare the original state with the proposed change. This preview does not change live records.

Current case disposition
Item	Before	Proposed route	Why
Regional non-profit · demo request	No disposition recorded in this practice	Choose a route above	The route remains a proposal until checked.

Regional non-profit · demo request: BeforeNo disposition recorded in this practice; Proposed routeChoose a route above; WhyThe route remains a proposal until checked.

Practice routes are separate from the contract-bearing chapter check.

Optional: inspect or edit the card sections directly

The case tool above is the main activity. These alternatives let you inspect each rule and its consequences without starting another required quiz.

Card sections

Section 1 of 4

Add this section to the card

A real person, genuinely interested, who cannot buy at this scale. Which outcome should hold them?

Not a prospectRoute to a sellerKeep and nurture

Inspect the full card preview

A real person, genuinely interested, who cannot buy at this scale. Which outcome should hold them?Not written yet
A staffing agency at a company well above the revenue threshold fills out the form to sell GTM Lab recruiting services. What separates them from the non-profit?Not written yet
Someone proposes splitting "not a prospect" into "spam" and "vendor solicitation". Both are disqualified, parked on the same record, never contacted, and alert nobody. What should happen?Not written yet
Two more tests before the set is finished. Which pair does a usable outcome set have to pass?Not written yet

Your place saves as you go.

Chapter 3 of 80 complete