CRO · Framework · Intermediate · Saves 45+ hours
Value Selling Framework
A framework for implementing value-based selling across your team.
What's included
- Value proposition development
- Business case methodology
- ROI calculation frameworks
- Value articulation training
- Proof point development
- Objection handling
Best used when
- Selling on value not price
- Building business cases
- Justifying premium pricing
- Training on ROI selling
The template
The Template
VALUE PROPOSITION
Value Proposition Builder
VALUE PROPOSITION TEMPLATE
FOR [target customer]
WHO [has this problem]
OUR PRODUCT IS A [category]
THAT [provides this benefit]
UNLIKE [alternative]
WE [key differentiator]
PROOF POINTS:
• _______________
• _______________
• _______________
ROI CALCULATION
ROI Calculator Framework
ROI CALCULATION
CURRENT COSTS:
Time spent on task: _____ hrs/week
Fully loaded cost/hr: $_____
Annual cost: $_____ × 52 = $_____
Error/rework cost: $_____
TOTAL CURRENT COST: $_____
WITH SOLUTION:
New time required: _____ hrs/week
Annual cost: $_____
Software cost: $_____
TOTAL NEW COST: $_____
SAVINGS:
Annual savings: $_____
3-year savings: $_____
ROI: (Savings - Cost) / Cost = ____%
Payback: _____ months
Value Calculator Template
| Metric | Before | After | Improvement | $ Value |
|---|---|---|---|---|
| Time to X | $ | |||
| Error rate | $ | |||
| Revenue | $ | |||
| Cost | $ | |||
| Total Value | $ |
VALUE ARTICULATION
Value Selling Conversation
VALUE CONVERSATION FLOW
STEP 1: QUANTIFY THE PROBLEM
"How much time does this take today?"
"What's the cost when this fails?"
STEP 2: CALCULATE THE IMPACT
"So that's $___ per year in [cost]."
STEP 3: SHOW THE IMPROVEMENT
"Customers like you see [X%] improvement."
STEP 4: PROJECT THE VALUE
"That would mean $___ in savings for you."
STEP 5: COMPARE TO INVESTMENT
"Our solution costs $___ annually."
"ROI of ___% in the first year."
Frequently asked questions
What is the Value Selling Framework?
A framework for implementing value-based selling across your team.
Who is the Value Selling Framework for?
It is built for CROs and their teams working on Sales Strategy. The AI coach adapts it to your company, stage, and goals.
How long does the Value Selling Framework take to use?
It saves roughly 45+ hours versus building from scratch. Our AI coach can tailor the framework to your situation in minutes, then hand you a step-by-step plan.
Is the Value Selling Framework free?
Yes. You can read the full framework and start getting coached through it for free. Sign in to save your tailored version and track your next steps.
How does the AI coach help with the Value Selling Framework?
The coach teaches you the framework, asks a few questions about your business, tailors the framework to you, and gives you measurable next steps to execute.