Welcome to The Value Genie!

The Value Genie is here to grant you three wishes:

1. Close More Deals

2. At a Higher Price

3. Faster

Those are the results I’ve personally witnessed dozens of times at companies of all industries, geographies and sizes
after they properly execute a Value Selling Strategy.

Who I Am – A passionate and experienced Vice President of Value Consulting looking to share my knowledge with those
wanting to begin or expand their Value Selling Journey.

What I Do – I help you create or enhance your Value Practice by delivering ROI Spreadsheets and Value Documents
personalized for your enterprise, and enabling your sales team to have Value Conversations with their prospects.

What is Value Selling?

Value selling is a sales technique that focuses on emphasizing the benefits and value of a product or service to potential customers, rather than just specific features or a lower price. It adds a collaborative Value Conversation to the sales motion and in the process transforms the sales person into a trusted advisor.

In other words, with Value Selling, your sellers collaborate on a business case with their prospects helping them justify and secure funding for their project.

Let me Grant you Three Wishes!

Increased Revenue

By emphasizing the benefits of a product or service rather than its price, value selling allows businesses to sell more, charge more, and close deals faster.

Customer Satisfaction

The customer understands that pain points are being addressed and actual value delivered, therefore strengthening their relationship with you.

Market Differentiation

Value selling can help differentiate businesses from their competition, making them stand out in the market.

How Can I Help?

I can help in several ways, depending on where you are in the Value Selling maturity scale.

No Value Selling

You currently do not have an ROI Spreadsheet and your sellers are not having Value Conversations. If you are here, I can get you get started and into the first level. I will build your ROI Spreadsheet(s) and also create the different documents that your sellers will use to have their Value Conversations, furthermore I can enable your team on how to use them at the different stages of the sales cycle.

Value Selling 1.0

You already have ROI Spreadsheets and a portion of your sellers are using them to have Value Conversations. If you are here, I can provide expert consulting to help ensure your spreadsheets and documents are utilizing best practices and are adopted by your sales team. I can also act as a Value Consultant as a Service and help your sellers build their business cases and join them in their conversations with their prospects.

Value Selling 2.0

You are already using a Value Management Platform to automate the creation of business cases and a large number of your sellers are having Value Conversations. If you are here then congratulations, you have achieved the highest level of Value Maturity and the provider of your Platform is probably already providing all the support you need.

In A Nutshell

Value Practice

I will build your Value Practice from the ground up, including the Value Models (ROI Spreadsheets) and the different Value Documents.

Value Conversation

I will engage with your sales reps and your prospects into collaboratively building a business case.

Results

Value Conversations convert your sales teams into trusted advisors and this yields tangible results

Pricing

Every customer is unique and requires different levels of effort. Before I can give final pricing, we need to discuss your specific needs in a free 30 minute consultation.

But please know this, unlike a typical consulting firm who is driven by revenue and profits, I am different. My driving force is my passion for Value Selling and I just want the opportunity to help companies grow and mature in their Value Journey.

I offer three types of services:

Value Practice Creation

I create the different Value Models (ROI Spreadsheets) for your chosen solutions and the Value Documents necessary to have a Value Conversation. I do this on my own for the most part and then confirm and adjust in a couple of short workshops with key members of your team. This service will also include the reusable and branded Value Documents as well as the training required to use them in conjunction with the Value Models.

Value Consultant as a Service

I will be your Value Consultant on demand and work directly with your sellers for specific opportunities. I will help them build the initial business case and coach them on how to have a Value Conversation so they ultimately become self-sufficient. In this capacity I will attend your prospect presentations until the deal is closed.

Expert Strategic Consulting

You already have ROI Spreadsheets and Value Documents and are looking for an expert to take them to the next level and teach you best practices. I have seen 1000’s of ROI spreadsheets and have personally created 100’s of them.  I have also seen and designed countless of Value Documents and can help elevate your content to produce the best results.

Who Am I?

My name is Gabe and my biggest strength is that I am able to simplify the complex. I’ve spent the past ten years working with some of the best Value Consultants in the World learning what to do and most importantly, what not to do. The numbers are important but are secondary to the conversation, therefore I eliminate the unnecessary complexity and focus on what matters. Ultimately, the most important thing about building a Business Case is that it helps the seller have a collaborative conversation with their prospect and helps them become a trusted advisor.

I have an MSEE from Purdue University (1998) and an MBA from Oxford University (2002). I believe the combination of an engineering with a business mindset allows me to see things from different perspectives and relate to different personas. This ability helped me quickly climb through the ranks in Fortune 500 companies as well as early stage startups.

In my current role, I have the privilege to help companies such as Adobe, Crowdstrike, Caterpillar, Docusign, IBM, Infor, Workday and many others design, implement and execute their Value Practice. I know what works, and over the years I devised a strategy that’s proven to be successful and now is time to share with others.

Get In Touch With Me

For a free 30 minute consultation, simply email me at gabe@thevaluegenie.com and I will get back to you within 24 hours to schedule.

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