Value Proposition
Value Proposition Workshop
Build a sales-ready value proposition in one guided session. Define your ICP, map pain points, craft irresistible offers, and generate messaging that converts.
About the client's business - their company, revenue, team, how they sell. These numbers benchmark their current state and feed the strategy engine.
In-Depth Business Snapshot Optional
Detailed metrics across sales, financials, operations, and tech. Fill these to give AI deeper context - or skip entirely.
Who does the client sell to? This is their ICP - the people we'll be targeting in outreach campaigns. The more precise, the better the strategy output.
- Push for specifics. "Tech companies" is too broad. "Series A-C SaaS in fintech, 10-50 employees" is actionable.
- Ask: "If you could clone your 3 best clients, who and why?"
- For each answer, probe: "What makes them better than other clients in the same category?"
Using the deal size and market from Business Snapshot - what does an improvement in close rate translate to in revenue?
Map the client's buyers on Hormozi's Value Equation: Value = (Dream Outcome x Perceived Likelihood) / (Time Delay x Effort & Sacrifice). The bigger the dream and the more certain the result, the more valuable. The faster and easier, the more valuable.
- Dream Outcome: What transformation do they ACTUALLY want? Connect to status - how will others perceive them after?
- Perceived Likelihood: Do they believe it will work for THEM specifically? Proof and certainty increase this.
- Time Delay: How fast do they see results? Fast beats free. Give a win in the first 7 days if possible.
- Effort & Sacrifice: What do they have to give up or do? Done-for-you beats done-with-you beats DIY.
The client's revenue model - how they price, what their buyers spend, deal economics. These numbers power the ROI projections and funnel math.
Where do the client's buyers hang out online? What content do they consume? This shapes the outreach channels in the strategy.
The exact words the client's buyers use. Jargon, phrases, objections - this becomes the raw material for outreach copy that resonates.
- Mine sales call transcripts, emails, and reviews for exact phrases.
- The goal is to use THEIR words, not yours.
- "Mirror language" converts 2-3x better than industry jargon.
What triggers the client's buyers to start looking for a solution? These signals tell us when to strike with outreach.
- Ask: "Think about your last 5 clients. What event made them reach out?"
- The best triggers have built-in urgency (deadline, money running out, board meeting).
When the client's buyers evaluate a purchase, who's in the room? Map the decision-makers, influencers, and blockers.
- "Walk me through the last deal you closed. Who was involved?"
- For each role: "What question did they ask? What almost killed the deal?"
Decision Maker
Internal Champion
Budget Holder
Technical Evaluator
End User
Potential Blocker
How do the client's buyers evaluate and choose vendors? Their buying process shapes the outreach cadence and sales funnel design.
The client's best client results. Real transformations with numbers - these become proof points in outreach campaigns and the Grand Slam Offer.
- Quantify: revenue, time saved, % improvement.
- Result, not product: "Passed Series B due diligence in 2 weeks instead of 8."
- Always add a timeframe.
The client's service/product broken into features. Each feature maps to a benefit their buyer cares about. This feeds the Grand Slam Offer redesign.
The client's current guarantee and offer structure. How do they de-risk the purchase? What's the dream outcome they promise? Feeds the Grand Slam Offer redesign.
- Hormozi Value Equation: Value = (Dream Outcome x Likelihood) / (Time x Effort)
- Increase value by: bigger outcome, higher confidence, faster results, less effort from them.
Who does the client compete against? Why do their buyers choose them over alternatives? This sharpens the Category of One positioning.
The client's current sales process - from first touch to signed deal. Understanding this helps design outreach that feeds into their existing flow.
Bad-fit clients drain resources and damage reputation. Define your disqualifiers.
- "Think about your worst client experiences. What did they have in common?"
- If a lead matches 2+ disqualifiers, they're out.
Your best revenue comes from existing clients. Map upsell paths, retention risks, and referral mechanics.
Your origin story makes your company relatable and memorable.
| The founder was an expert in the field | |
| Founder encountered a problem | |
| Looked everywhere, couldn't find a solution | |
| Got fed up, tried to solve it alone | |
| Solution worked better than imagined | |
| Everyone else started asking | |
| New mission: get solution to the market |
Every objection and FAQ becomes your sales team's playbook.
Common Objections
Frequently Asked Questions
Free-form space for notes, action items, and follow-ups during the workshop. Everything here is saved and exported with the rest of the data.