This excerpt from “How to be Justification Ready with Bruce Scheer and Darrin Fleming” introduces the vital sales capability of being justification ready, a core component of becoming a true value professional. The speakers, Scheer and Fleming, define this concept within their broader value ready assessment, which outlines four phases for value pros. The discussion centers on the “deliver insights” phase, emphasizing the necessity of a solid business case to guide buyers and secure deals. They explore why many deals fail due to a lack of compelling justification and present five essential keys to achieving justification readiness: aligning with strategic goals, developing data-driven business cases, quantifying ROI, leveraging industry benchmarks, and addressing both tangible and intangible benefits. Ultimately, the purpose is to provide actionable advice for sales professionals to improve their win rates by effectively justifying the value of their solutions.
