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Methodology

Sell the value, not the feature

The ValueSelling Framework anchors every conversation in quantified business impact. Val coaches it live (value hypothesis, mutual plan, stakeholder alignment) built in partnership with the ValueSelling team.

Speak to the ValueSelling team Read the framework
  • Built with ValueSelling
  • Partner-delivered
  • Enterprise rollout

Four moves

The shape of every ValueSelling conversation.

  1. 01

    Define the problem

    Anchor the conversation in the buyer’s business pain. Not your feature. Their cost of doing nothing.

  2. 02

    Quantify the impact

    Put a number on it. Revenue at risk. Hours wasted. Customers churned. If the impact is not quantified, the deal is a forecast guess.

  3. 03

    Inspire action

    Move the buyer from "interesting" to "we have to fix this." Without action, value framing dies in the deck.

  4. 04

    Mutual plan

    A buyer-owned plan to close. Names, dates, decisions. The deal moves because the buyer is moving it.

The coach

Trained on ValueSelling. Built for live deals.

Training teaches you the framework. Val keeps it executed (value hypothesis, mutual plan, stakeholder map) when the deal is moving and the CFO has gone quiet.

Meet Val

Outbound? See Vortex Prospecting

FAQ

Quick answers.

  1. What is the ValueSelling Framework?
    A B2B sales methodology built around qualifying and selling on quantified business value. Owned by ValueSelling Associates. It centres on the Value Prompter Questions, the value hypothesis, and mutual plans.
  2. Who is Val?
    Val is the AI coach built on the ValueSelling Framework, in partnership with the ValueSelling team. She runs value-led discovery, builds the value hypothesis, names stakeholder gaps, and will not let you discount your way to a close.
  3. How do I get Val for my team?
    Speak to the ValueSelling team. They run the rollout, the certification path, and the methodology configuration alongside Replicate Labs. Hand-raise via the form and we connect you.
  4. Can I try Val for free?
    No. Keenan is the only self-serve coach. Val is delivered through the ValueSelling team. If you want to experience the platform first, try Keenan free.
  5. Is ValueSelling Associates affiliated with Replicate Labs?
    Yes. We are long-time partners. They own the methodology; we build the coaching platform; the rollout is joint.
  6. When should I use ValueSelling versus Gap Selling?
    They overlap. Gap Selling diagnoses the problem-state gap. ValueSelling quantifies the business impact and builds the formal value hypothesis. Many teams run both. If you want a single coach that adapts to whichever you choose, talk to Caty.

Bring her your hardest value sell

Working session with the ValueSelling team. The deal where the buyer went quiet after the demo.

Speak to the ValueSelling team
  • Built with ValueSelling
  • Partner-delivered
  • Enterprise rollout