The framework structure
Step 1: Map buyer business priorities. Step 2: Identify pain points tied to priorities. Step 3: Quantify pain in dollars or measurable units. Step 4: Hypothesize outcome from solving. Step 5: Co-create business case with buyer. Step 6: Tie product features to outcomes.
Applying the framework
Use in discovery (steps 1-3). Use in solution conversations (steps 4-6). Document in CRM at each step. Reinforce with manager in deal reviews.
Tools
ROI calculators. Business case templates. CRM custom fields capturing each step.
Frequently asked questions
What's in a value selling framework?
Six steps: map priorities, identify pain, quantify pain, hypothesize outcome, co-create business case, map features to outcomes.
CTA
Value framework requires CRM-level discipline. See how CRUSH structures discovery inside Salesforce. [Book a Demo]
