Comprehensive articles exploring value engineering methodologies, business case strategies, and B2B sales excellence. Deep dives that go beyond the basics.
The champion loves your product. But without a credible business case, finance kills it. Learn why deals stall on ROI and how winning teams fix it.
CFOs, CIOs, and procurement evaluate deals differently. How to tailor your business case for each stakeholder without creating contradictions.
40-60% of qualified deals end in no decision. How RevOps teams can operationalize value to help buyers build internal consensus and close.
Most ROI calculators lack CFO credibility. Learn how to build calculators that produce defensible outputs buyers can use for internal purchase decisions.
Objective comparison of value selling platforms for 2025. Evaluation criteria and recommendations based on team size, deal complexity, and use case.
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