This session introduces a practical framework for crafting compelling value messages that ignite customer engagement and drive wins, built around the formula (Context + Relevance) ^ Impact = Customer Wins. We’ll explore three key steps: uncovering the customer’s context through deep discovery, presenting relevant use cases that directly address their needs, and aligning those to quantifiable business impact. Participants will also receive a Value Prop Formula template that connects product capabilities, relevant use cases, value statements, and proof points—plus strategies to highlight the cost of inaction. By applying this approach, teams can move beyond feature selling to deliver measurable value that earns customer trust, loyalty, and long-term success.

Join us for a dynamic roundtable experience, designed to foster interactive discussion and hands-on learning. You’ll be split into smaller groups, allowing for deeper dives into key enablement topics with our expert roundtable hosts. This format encourages collaboration, idea-sharing, and practical takeaways you can bring back to your teams. Topics include: 1. Conversational readiness in action: Preparing sales teams for every buyer interaction - Daryl Spreiter 2. Enablement at scale: Running programs for global vs. regional teams - Emma Shine 3. From sales enablement to revenue enablement: Aligning with GTM for unified impact - Krati Seth 4. From Ghosting to Coaching: Engaging Managers (with a Little Help from AI) - Brianna Lewke 5. Playbooks That Win: Building dynamic, buyer-centric sales plays that reps actually use - Christina Schaffer