Value Selling That Buyers Can Defend
Reduce “no decision” outcomes by making value clear, CFO-ready, and consistent in real deals.
ValuePros helps revenue teams build the story, business case, and execution rhythm buyers need to align stakeholders, earn CFO approval, and move forward with confidence.
By the Numbers
40–60% of deals end in "no decision".
High-friction buying environments reduce purchase likelihood by 43%.
Enterprise buying groups average 10–11 stakeholders — and 86% of B2B purchases stall during the buying process.
95% of buyers purchase from the vendors on their “Day One” shortlist.
How ValuePros Works
A Value Selling System & Change that Sticks!
We clarify aspirations, problems, risks of inaction, outcomes, and the buyer’s decision steps.
We model CFO-ready scenarios with transparent assumptions buyers can validate and defend.
We create an executive-ready story of why change matters now and why your approach is the safest path to value.
We capture the evidence layer — stories, studies, contrasts — that makes the narrative credible under scrutiny.
We operationalize usage through execution cycles and manager coaching so it sticks under pressure.
Explore Our Solutions
Comprehensive End to End Program
Also available as Point Solutions
Meet the Team Committed to Your Success
Bruce Scheer
Co-Founder & CEO Award-winning GTM strategist who aligns revenue teams around value narratives that drive action.
Darrin Fleming
Co-Founder & Value Strategy Architect Anchors new offerings in market-back strategy and financial logic executives trust.
David Svigel
Co-Founder & Value Execution Expert Turns value claims into quantified business cases buyers can defend internally.
Todd Snelgrove
Global Commercial Excellence Leader Designs value and pricing strategies that protect margins and reward real impact.
Mike Wilkinson
The Value Sales Expert Builds consistent value-selling discipline that holds up when deals get hard.
Dean Edwards
Former Global CPO & Procurement Strategist Reveals how Procurement really evaluates deals, and how to win approval without concessions.
Quick Answers
What is value selling?
Value selling helps buyers see why change matters now, what outcomes are possible, and what risks exist if they stay the same. It’s focused on decision confidence — not product explanation.
What is value-based selling?
Value-based selling focuses on quantifying business impact and aligning your solution to measurable outcomes. It helps buyers justify investment with clear economic logic.
What is buyer enablement?
Buyer enablement helps champions do their internal work: align stakeholders, reduce risk, build a defensible business case, and gain approval. The goal is not more content — it’s faster, safer decisions.
How do you reduce “no decision” outcomes?
Most deals drift into no decision when buyers can’t defend value internally. We reduce no decision by connecting a buyer-repeatable Value Narrative, a CFO-ready business case buyers can defend, and a Value Enablement rhythm that keeps execution consistent under pressure.
What should a CFO see in a business case?
Transparent assumptions, explainable math, sensitivity scenarios, and clear risk notes. CFOs approve what they can validate and defend.
What does ValuePros do?
We help revenue teams bring their value to life so buyers see it, believe it, and act on it. That includes narrative, business case development, and enablement — connected into one system.
Ready to Make Value Defensible?
If your deals are stalling in “no decision,” the fix is not more content or more calls. The fix is a system buyers can trust and champions can defend.