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Value Selling Frameworks

Updated: Sep 15

The B2B Sales Frameworks & System Your CRM Can’t Give You

Split-screen image of chaotic CRM workspace and calm, structured sales desk using a written framework.
Sales success doesn’t come from dashboards. It comes from clarity, process, and control.

Value selling frameworks are core to our complete sales methodology The Revenue Engine™. Book your free Revenue Diagnostic session to find out more.


Value Selling Frameworks


Your CRM shows you numbers. But it doesn’t show you why you’re missing your target.


It won’t tell you that your positioning is too vague, your outbound is weak, or that your sellers are qualifying on gut feel and "hopium". It also won't help you grow your hard won existing accounts like a B2B sales account assessment framework would.


Without this information, a CRM cannot help you build a winning pipeline generation strategy.


That’s not a tool issue. It’s a system issue and is what we use when we work with UK B2B tech & IT SMEs.


Most sales teams don’t need another "application". They need an operating system or value selling framework, one that sharpens focus, fixes broken processes, and helps sellers actually sell at the right price for you and your customers. Combined with a strong sales enablement template they are game changers.


That’s why I built five B2B sales frameworks that work across the full sales journey:


  1. CLARITY – For positioning

  2. SCORE - For strategy

  3. TEACH – For outbound

  4. PROBLEM – For qualification

  5. VALUE – For account growth


This is the human layer your CRM can’t give you.



CLARITY – Fix Your Positioning

When everyone sounds the same, buyers stop listening.


The CLARITY framework is about cutting the noise and building a message that:

  • Speaks to a real problem

  • Lands in 10 seconds

  • Positions you as the fix, not a feature


A common symptom of poor positioning: Buyers say “Sounds interesting” but never come back.



Whiteboard filled with generic sales phrases being wiped away, revealing one sharp positioning message: “Fix broken discovery. Close real deals.”
Most sales messaging sounds the same. CLARITY cuts through.

SCORE – Make Strategy Actionable

Most sales strategies live in a slide deck and die quietly.


SCORE turns strategy into something reps can actually act on:

  • Specific targets

  • Clear objectives

  • Repeatable motions


It connects leadership’s goals to frontline behaviour.


A common symptom of a poorly executed strategy: The strategy sounds good but nothing changes.



Split image of a vague sales strategy slide, a rep’s messy notebook, and a clear checklist bridging the two.
Strategy sounds good in a slide deck. SCORE makes it work in real life.

TEACH – Build Outbound That Works

Most outbound fails because it’s selfish and not customer focused (regardless of what the wider business says!). TEACH flips the approach.


Teach your prospect something useful, and you’ll get:

  • More replies

  • Better meetings

  • Faster momentum


TEACH builds outbound that adds value before you sell.


Common symptom of misaligned outreach: “Nobody’s responding to our emails!”



Side-by-side emails: one pitch-heavy and ignored, the other educational with a reply.
The best outbound doesn’t sell. It teaches.

PROBLEM – Qualify Like It Matters

Qualification isn’t a checkbox. It’s where deals live or die.

The PROBLEM framework helps sellers:

  • Uncover real pain

  • Validate urgency

  • Map power and blockers


It kills false confidence and saves months of wasted effort.


Common symptom of poor qualification: Deals stall late for reasons no one saw coming.



Sales rep talks to a single buyer, unaware of senior decision-makers behind a glass wall in the background.
Don’t confuse access with influence. PROBLEM helps you qualify who really matters.

VALUE – Grow Accounts Without Grovelling

Expansion shouldn’t mean discounts or awkward check-ins.

VALUE is about:

  • Driving renewals by solving new problems

  • Creating stickiness by linking to commercial outcomes

  • Growing trust across departments


Common symptom of unstructured account management: Upsell conversations feel forced or ignored.



A bar chart showing growth from Q1 to Q4, labelled with customer outcomes like onboarding, retention, and expansion.
VALUE drives expansion by solving real problems, not chasing renewals.

Final Word – Fix the Thinking, Not Just the Tools

If your CRM is showing chaos, don’t start with the tech. Start with how your team is thinking, qualifying, and communicating.


These five frameworks aren’t theory. They’re the systems I use every week to:

  • Coach sales teams

  • Rebuild process

  • Turn good sellers into consistent closers


Want to see how they could work for your team? 🔗 Book a free SOLVE session


Or start with the free course: 🎓 The Art of Problem-Centred Selling

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