A one-day, highly interactive workshop that equips your team to quantify and articulate business value. You’ll leave with customer-centric value propositions, executive-ready storytelling, and practical tools to sell outcomes, not just features.
Workshop
1 day
Value proposition kit, ROI/TCO talk track, slide/narrative standards
Tech sales pitches fail to prove business impact, lengthening cycles and losing deals.
VP / Director Sales Engineering, Sales Executives, Product and GTM leaders.
Stronger differentiation grounded in impact, larger deal sizes, and shorter decision cycles.
Sales Engineering leaders, SEs, and Sales Executives in tech vendors who want to sell outcomes, not just features.
Teams pitch features and get challenged on ROI.
Competitors undercut you because business impact isn’t clear.
Deal cycles get longer despite demos or proofs in place.
Value-first discovery that reduces objections and speeds decisions.
Value propositions that resonate with C-suite audiences.
Stronger executive storytelling and presentation control.
Differentiation grounded in impact (less price pressure).
Cleaner ROI / TCO conversations that support approvals.
Repeatable skills and standards the team can reuse and coach.
Understanding value (ROI / TCO) — quantify impact so proposals lead with outcomes.
Customer-centric techniques — personas, journeys, discovery that hits what matters.
Value propositions — segment-specific narratives that explain why you win.
Competitive differentiation — express unique value and avoid discount traps.
Communication & storytelling — stories that stick, slides that persuade.
Practice & feedback — role-plays and coaching to harden real-deal muscle.
Value proposition template set (by segment / persona).
Executive value narrative spine (problem → stakes → impact → proof).
ROI/TCO talk track prompts (questions, assumptions, framing).
Differentiation cues (how to defend value without feature sprawl).
Slide/storytelling standards (structure, language, proof moments).
30-day practice plan (how to embed the skills and inspect adoption).
Foundations — features vs value; align internal messaging.
Discovery — sharpen questioning and clarify buyer outcomes.
Proposition building — design narratives that matter to executives.
Storytelling and presentation — craft slides and pitch flow that resonate.
Apply and refine — workshop practice, feedback, and role-play using real cases.
Part of the ApexIQ system used to drive +15% revenue and +20% productivity.
Focused on value differentiation early, before deals drift into discounting.
Workshop-based delivery so skills become behaviours, not just ideas.
ValueEdge is priced by scope (team size, regions, and whether you include follow-up coaching). Workshop-only and workshop plus rollout options are available.