Value Selling Glossary
Definitions for key terms in value selling, value engineering, business case creation, and revenue operations.
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Economic Buyer
The person within a buying organization who has the final authority to approve budget and sign off on a purchase decision.
Executive Business Review (EBR)
A strategic meeting between vendor and customer executives focused on long-term partnership value, business outcomes, and strategic alignment.
Expansion Revenue
Additional revenue generated from existing customers through upsells, cross-sells, or increased usage beyond their original contract.
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Value Driver
A specific, measurable business lever that a solution influences, forming the basis of quantified value claims.
Value Engineering
A specialized sales function that quantifies the financial impact of a solution for prospective buyers through detailed analysis and modeling.
Value Framework
A structured model that maps a solution's capabilities to specific business outcomes and quantifiable value drivers.
Value Hypothesis
An early-stage assumption about the specific business value a solution could deliver to a particular prospect.
Value Realization
The process of measuring and confirming that a customer has achieved the expected business outcomes from a solution.
Value Selling
A sales methodology that focuses on understanding and communicating the quantifiable business impact a solution delivers to the buyer.