How Value Selling Helps You Break Through

In this episode, Jeff Serlin sits down with Mike Genstil, CEO of ValueCore, to unravel why value selling has become essential for winning deals in today’s tougher market. Mike draws on his experience founding New Relic’s value-selling team and shares compelling data: since 2023, ROI-related objections have surged by 127%. They dig into practical tactics—from arming sales reps to uncover a prospect's annual costs during discovery, to equipping them with simple scripts that flip pricing from a roadblock into a resonant business case. Mike explains why involving CFOs early and enabling your buyer to advocate internally can make or break a deal. This is a must-listen for any sales leader serious about transforming ROI conversations into revenue.