Where does your team sit on the value curve?
Four questions. No email. You'll get a directional read on where your team may sit today — and the one move that gets you closer to the next level.
Naïve simplicity → earned simplicity
Maturity isn't uniform — and that's normal.
This is a directional self-check, not a formal baseline. A real VT Profile comes from observing actual deal motion through the iS Value Framework: three phases, eight capabilities, and twenty-five behaviors.
Feature-led pitches and a price quote. Nothing to defend — the deal dies in procurement.
Hero-dependency. Top reps sell on value; nobody documents the difference.
Co-created business cases the champion owns. Win rates climb, discounting falls.
Pre-sale and post-sale connected. Renewals defend themselves; every deal teaches the next.
Bring the deal your team keeps debating.
The self-check gives you a hypothesis. One real deal tells us whether the gap is isolated or systemic — and what to do about it. Thirty minutes, no deck.