Sales Process
ValueSelling
Connect problems to quantified business value and a business case.
At a glance
- Best for
- Deals that need financial justification
- Primary use
- Value articulation and business case
- Sales stage
- Discovery to close
- Complexity
- Moderate
- Typical user
- AE, enterprise AE
Framework
Problem
The business issue.
Impact
The cost of the issue in money or time.
Value
The gain from a change.
Power
The person who can act on that value.
Plan
The agreed steps to a decision.
Use it when
- Finance reviews the purchase.
- You must defend price against a cheaper option.
- The buyer asks for ROI.
Watch out for
- Value models the buyer never validated.
- Benefits with no owner inside the account.
Questions
- How do you measure that today?
- What is one point of improvement worth?
- Who signs off on a business case of this size?
Example
A rep and a Champion build a one-page case. Annual benefit is $480K against a $120K investment. Procurement pressure drops.
Best combined with
MEDDPICC, SPIN Selling
Strength
Protects price with quantified value.
Limitation
Weak if the buyer will not share numbers.
Related frameworks
Official source
Visualize / ValueSelling Associates
Last reviewed: 2026-08-21
Pipeline Hero is an independent educational resource. It is not affiliated with or endorsed by the organizations, authors, or certification providers associated with the frameworks described here.