Value Plays

Value pathways anchor buyer interactions on what the buyer values most not your product. Value pathways keep your team focused on the key buyer goals you help advance, things like improving revenue, reducing costs, managing budgets, increasing staff impact, or changing a user experience.

value pathways building

Value pathways are unique to your company, and all companies need value pathways across the entire revenue organization. They build consistency within and across sales, marketing, and customer success in putting discovery on buyer goals first and discussion of capability talk tracks, and positioning customer outcomes and success.

value pathways building



  • Revenue leadership sessions to build cross-functional value pathways
  • Buyer discovery method across prospecting, sales, customer success
  • Capability talk tracks to build consistency in messaging value
  • Representative success cases that capture customer value by pathway



3-4 weeks