There’s more on the table.

I’m Steven Bechtol. I help your team find out what’s actually getting in the way, then fix it with you in the deals you’re already working.

Forecast calls and deal reviews run on feel.

• “It’s moving.”
• “The champion’s good.”
• “They have nothing today.”
• “This has to get done soon.”

It sounds like progress, but there’s no date, no number and nothing the customer actually said. The line between the customer venting and business pain is blurry.

About me

Hi, I’m Steven.

Finance guy turned value consultant turned coach.

I started in finance and pricing, then spent more than a decade on the biggest deals at Rackspace, LogicMonitor and Zscaler. I built a lot of models. Customers and sellers kept teaching me the same thing: what matters is usually simpler than what looks impressive.

I don’t want to spend a day on work that looks good and helps no one, and I don’t want your team to either. So I help them find what actually moves a deal, do more of that, and get the rest of the time back.

I’m also a husband, a father and a youth sports coach. Coaching was never part of the plan. Helping people get good at this themselves, so they don’t need me, is now the part I love most.

A few moments that shaped how I work

Yes. One-on-one coaching, team workshops, and training your managers to coach it themselves. The difference is I look first. Most training gets picked before anyone looks at the deals, so it covers everything and changes little. Like a good shooting coach, I watch the shot before I change it, then train on the one or two things that will make the biggest difference, and stay in the deals until it sticks.

Usually the value proposition is fine on paper. What breaks is how it travels: from your messaging to the rep, from the rep to the champion, and from the champion to the people who sign. The Baseline looks at real deals to find where it gets lost, then ends with three moves to fix it, at least one of them free.

Usually because the reason to buy isn’t clear enough to the people who have to agree. In the research, more than half of the buyers in no-decision deals wanted to change and couldn’t get to yes. The fix is rarely another tool or training. It’s one clear reason to buy, in the customer’s words, that your champion can take into the rooms you’re not in.

Enablement builds the programs, and that’s a big job on its own. This work happens inside live deals, and it gives enablement a clear, field-tested picture of what to build and reinforce. In my experience, enablement teams are among the biggest beneficiaries.

Yes, either way. Where I’ve seen value people work best, there’s structure around them: they know where to help, they get into the deals that matter early, and they aren’t rewarded for looking busy. If you’re deciding on a hire, the Baseline shows whether you need one and what they should focus on. If you already have a team, it helps them get in earlier, where it counts.

The Baseline is $25,000, fixed fee, for one pilot group. More teams can be added as a lighter review, priced separately. Integrate usually runs $45,000 to $75,000, depending on how many priorities we take on. Advise is $5,000 a month, after a three-month minimum.

It stays yours. Everything is covered by an NDA, access is read-only, and nothing goes to your customers without your OK. I don’t put raw CRM data, call recordings or names into AI tools. Raw files are returned or deleted within 30 days of the readout.

No, and I’d be careful with anyone who does. I commit to clear findings, honest recommendations and doing the work we agree on. Before we start, we agree on how we’ll know it’s working.