Companies, large or small, that truly believe in the economic value of their solutions, have a clear direction from the executive suite to stand behind and communicate value throughout the sales cycle. Chief Executive Officers and Senior Sales leaders don’t leave anything to chance and invest in all relevant talk tracks and sales tools to put their best foot forward in every sales opportunity. They influence the definition of broad value drivers, while the sales engineering, product management and customer success teams manage the details collaboratively in most cases.
These professionals are time and again asked to not only demonstrate their solutions, but also answer the business impact their platform is expected to have on customer environments. While every organization is different, the custodian of the value model largely is the sales enablement function of most companies.