Value Cycle
How Technical Sellers Turn Assumptions Into Real, Customer-Owned Value
The secret of success
In the real world, most ROI slides are a polite fiction. Everyone knows the numbers aren’t final, and everyone quietly assumes they’ll change later or don’t matter.
That’s the whole point of The Value Cycle.
You’ll learn how to walk into a conversation with a value hypothesis—a logical creation—and use it to invite the customer into the process. When they adjust the assumptions with you, the value becomes theirs. That’s when the deal changes.
Real influence comes from something simpler: knowing how to create credible, co-built value with your customer.
The Value Cycle is a one-day, hands-on workshop that teaches you how to take your best logical assumptions—to form a value hypothesis—and turn it into a value analysis that actually matters to the customer.
No more “ROI theater.”
No more hoping the customer sees the value you were trying to show.
I’ll teach you how to make value real, shared, and believable—and how storytelling turns the numbers into something the customer can feel and remember.
What You’ll Learn
Throughout the day, you’ll build practical skills you can use immediately:
- How to create a logical value hypothesis before you meet with the customer
- How to use the hypothesis to start a collaborative, high-trust conversation
- Why ROI is a lie until you make it real with your customer—then it becomes a shared lie
- How to shift the conversation from features to outcomes that actually matter
- How to differentiate your solution with real business impact
- How to weave storytelling into your value conversation so customers see the “why,” not just the “what”
- How to turn your hypothesis into a defensible, customer-validated value analysis
This isn’t theory. It’s the same approach top-performing technical sellers use to earn credibility and influence quickly.
What You’ll Leave With
By the end of the workshop, you’ll walk away with:
- The full Value Cycle Framework
- Templates for building, testing, and refining a value hypothesis
- A storytelling structure that makes your value stick
- Real practice applying the skills using examples, exercises, and peer sessions
- Confidence to lead outcome-based conversations—not just technical ones
