Most reps sell features. CFOs buy outcomes. This training teaches your team to build business cases that close enterprise deals at full price, and to win the ones they used to lose to "no decision."
Deals don't stall because the demo was weak. They stall because nobody built the financial case for change. When the CFO asks "what do we get for this," a feature list is not an answer. Value selling fixes the part of the deal that actually decides it.
Every module runs on your real deals. Reps leave with something they use this week, not a binder they forget by Friday.
Run discovery that uncovers the real cost of the status quo, not a feature checklist. Find the pain the CFO will pay to remove.
Build a CFO-ready business case: quantify value, structure cost-benefit and ROI, and make the number defensible under scrutiny.
Map your capabilities to the outcomes each stakeholder cares about, so every conversation ties back to money.
Run our proprietary VISION framework: Vision, Issues, Solutions, Impact, Objections, Next Steps. Six stages that carry a deal from the buyer's future state to a signed business case.
Master why change, why you, and why now: the three questions that decide whether the deal closes or dies in 'no decision.'
Turn proposals from price sheets into business cases, so the buyer sells the deal internally when you're not in the room.
Start with a workshop to see it work, then go deeper. Every format is built around your pipeline and your buyers.
A live 90-minute session for your team. One framework they'll use on a real deal the same week. The fastest way to see the approach work.
Book the free workshop→A multi-session program that embeds value discovery, business cases, and the VISION framework across your team, applied to your live pipeline.
Talk about training→Ongoing coaching on your biggest deals. I sit in on the business case and the CFO conversation so your team wins the ones that matter.
Discuss advisory→Account executives, solution consultants, and the leaders who coach them. If you sell considered purchases with multiple stakeholders and a CFO or procurement gate, this is for your team.
The one-page reference my clients keep open during live deals. Free.
Free guides that break down the frameworks taught in the training.
90 minutes. Your team. A business case framework they'll actually use.