Bill Liebler, Global Head of Value Management at NetSuite, shared his journey into the value management domain, beginning with his early days at IBM where he helped found the global value assessment team. His experience has spanned geographies and business models, with key differences between enterprise technology sales and the high-volume ERP sales model at NetSuite. He emphasized that while the foundational skills of value professionals—consultative selling, business acumen, and customer engagement—are constant, their application must be tailored to the complexity of the customer and the deal size.

At NetSuite, Bill's team supports a vast sales force by combining scalable tooling, rep training, and a flexible approach to business case development. He highlighted the challenge of transforming value selling from an event-based engagement into a consistent, early-stage, deal-driving process. Bill advocated for embedding value concepts into sales methodologies like MEDDIC and using tools to shift seller mindsets. He pointed out that the majority of deals stall not because of product failure, but because of buyer indecision due to unconvincing business cases.

Bill also discussed the internal effort required to build and scale a value function, from aligning GTM and post-sales models to equipping reps with self-service tools. He stressed the importance of discovering each customer’s unique “why” and the need for value teams to democratize business case creation. Finally, he honored the top value professionals and sales reps he’s worked with, highlighting the consultative orchestration and storytelling skills that separate the best from the rest.