Make value the default. This playbook shows 7 habits that embed value thinking in daily selling: lead with outcomes, coach in buyer language, set stage gates, and run a 90 day plan.
Tools do not win deals by themselves. These six make value visible at scale: co-create assumptions, quantify outcomes in buyer metrics, and package stories champions can retell.
Closing the deal is halftime. This playbook shows how to keep the Value Communication Gap closed after signature with outcome goals, QBR metrics, and executive-ready stories that drive renewals and expansion.
Delivering Value Post-Sale: Closing the VCG Beyond the Contract (VCG Series 8/10) Read Post »
Enterprise buying is spaghetti, not straight lines. Use 5 tactics to keep the Value Communication Gap closed across finance, IT, operations, procurement, and executives.
Navigating the Buyer’s Journey: Closing the Value Communication Gap (VCG Series 7/10) Read Post »
Champions drive internal decisions. This playbook shows 5 practical steps to close the internal Value Communication Gap by arming champions with a clear story, proof points, and next steps.
The Power of a Champion: Closing the Internal Value Communication Gap (VCG Series 6/10) Read Post »
With CFOs demanding proof, generic ROI isn’t enough. This playbook shows how to close the Value Communication Gap by building simple, credible business cases that use buyer metrics executives trust.
Turning Metrics into a Business Case Buyers Trust (VCG Series 5/10) Read Post »
Feature-first pitches bore buyers. This article shows how to use customer-centered value stories to close the Value Communication Gap, prove credibility, and win enterprise SaaS deals.
How to Craft Value Stories That Make Buyers Lean In (VCG Series 4/10) Read Post »
Traditional feature-first pitches widen the Value Communication Gap. Buyers want tailored insight, clear outcomes, and metrics they trust. This article shows how to shift your pitch and win enterprise SaaS deals.
Why Traditional Pitches Are Falling Flat in B2B SaaS (VCG Series 3/10) Read Post »
Enterprise buyers juggle meetings, stakeholders, and conflicting info. Learn how to act as a sense-maker and bridge the Value Communication Gap with tailored outcomes for each stakeholder.
The Buyer’s Balancing Act: Closing the Value Communication Gap (VCG Series 2/10) Read Post »
Great products still lose when value is unclear. This post defines the Value Communication Gap and shows how outcome-first messaging turns promising B2B SaaS deals into predictable Closed Won results.
The Silent Deal-Killer: The Value Communication Gap (VCG Series 1/10) Read Post »
