Too many sales teams treat value discovery as a one-time step or a static ROI deck. In today’s enterprise deals, it needs to be continuous, collaborative, and baked into every stage of MEDDPICC. This guide shows how to turn value into your competitive edge—from identifying pain to winning over the CFO.

Start with one core workflow. Document your current process. Ask: what would this look like if AI handled 80% of it? That’s your first step toward an AI-native GTM engine.