The 6-step methodology
1. Business priorities discovery. 2. Pain quantification. 3. Value hypothesis. 4. Solution mapping. 5. ROI articulation. 6. Business case co-creation.
Step-by-step
Discovery: business goals and priorities. Quantification: cost of current state in dollars. Hypothesis: what outcome would solving the pain produce. Mapping: how product features deliver the hypothesized value. ROI: return on investment math with timeline.
Tools that support the methodology
ROI calculators. Business case templates. Value selling platforms (Mediafly, DecisionLink). TCO models.
Frequently asked questions
What is the value-based selling methodology?
A 6-step structured approach: discovery of business priorities, pain quantification, value hypothesis, solution mapping, ROI articulation, and business case co-creation.
CTA
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