The Real Reason You’re Losing Deals
We unpack how buyers think, why value is often misunderstood, and what it takes to align teams around a clear, consistent message that wins.
What you’ll Learn:
What value really means and why it’s often misunderstood
Why buyers are making decisions without you in the conversation
The danger of selling features instead of outcomes
How misalignment across teams breaks your value story
Why controlling the narrative is critical in modern sales
Spotlight Conversation
If you’re not helping shape how your product’s value is understood, your buyer is figuring it out without you or with your competitor.
Questions Randall is Wondering After This Episode
How often are buyers making decisions before sellers even enter the conversation?
Are we actually selling value, or just explaining features?
Where is our value message breaking down across teams?
Memorable Quotes
"We only get one life. Things will go wrong, challenges will come, but that doesn't mean you stop. You keep going and make the best of what you've got."
About the Guest
Karan Khiani
Founder of Enablism
Founder of Enablism, talks about why most companies are missing the mark when it comes to communicating.
Find Karan:
