Value Creation and Consultative Selling Questions

Demonstrate how you create strategic value for customers beyond product delivery by acting as a trusted advisor. Explain your approach to discovery and needs assessment, mapping product capabilities to measurable business outcomes, quantifying return on investment, delivering market or benchmark insights, co creating solutions with customers, and aligning executive sponsors. Include examples of consultative workshops, whiteboarding, and operationalizing value to drive renewal and expansion. Interviewers assess commercial acumen, consultative selling skills, business insight, and influence with buyers.