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Skip to main contentNovember 17, 2025
In B2B tech sales, closing a deal is rarely quick or simple.
On average, 11 people weigh in on a single purchase, and the process takes up to 11.5 months, with multiple touchpoints before the contract stage, as revealed in 6Sense’s 2024 Buyer Experience Report.
Between technical reviews, security checks, and strict procurement requirements, even the most promising deals can stall for weeks. And in that moment, it’s easy to reach for the one tactic that seems guaranteed to move things forward—discounting.
But dropping the price resets expectations. It trains the buyer to see your product as negotiable, which makes them, and sometimes their entire team, question its value and expect the same discount during renewal. If they don’t get it, they threaten to walk.
That’s a high cost for short-term relief.
Top-performing teams win complex tech deals by proving value instead of dropping price. They lead with measurable outcomes such as time saved, costs reduced, and revenue growth, and they back every claim with proof buyers can defend internally.
Here’s how they do it.
Today's buyers don’t want to be sold a spec sheet. They want confidence that your solution will solve a problem, improve a process, or help their business grow.
That means your team needs to do more than explain what the product does. They need to show what it changes. That means tying your pitch to outcomes buyers can measure. And this approach works well. Korn Ferry’s Sales Maturity Survey found that 60% of top-performing organizations sell this way, compared to less than half of their peers. Those same teams also link their solutions to buyer needs.
Start by shifting discovery conversations toward measurable results. Ask questions like:
Once you know what matters most to them, connect your solution directly to that outcome. Make it specific, tangible, and tied to real results. For example:
When buyers see exactly how your solution moves the needle for them, price naturally takes a back seat because they understand what they’re paying for and what it delivers.
Even after you’ve tied your solution to measurable outcomes, some buyers will still fixate on price. If that happens, help them step back and look at the full picture.
Show them what long-term value looks like in real terms.
Use a case study to show how a customer in their industry achieved the results they’re aiming for with your solution. Or use an ROI calculator to compare the upfront spend with the hidden costs of sticking with status quo tools versus switching to yours.
You can also strengthen the business case by:
The goal isn't to justify your price. It's to help them see what they're really buying—a solution that scales with them, reduces risk, and delivers compounding value long after implementation.
“Buyers don’t want to be sold to. They want to learn something. That means you need people in your team who are strategic thinkers and who can have strategic conversations with their clients,” says Mark Grimshaw, Senior Client Partner, Global Sales & Service Practice at Korn Ferry.
When buyers think in terms of total cost of ownership, not just upfront price, your solution stops being an expense and starts being an investment.
One of the most powerful ways to reinforce your solution’s value is to show buyers that you are committed to their long-term success. They should see you as a partner rather than just a vendor.
Top-performing tech sales teams do this by positioning themselves as part of the buyer’s extended team from the very first conversation. Here’s how to do this:
Value-based selling starts long before a deal is on the table. It starts with how your teams prepare. So make it easy for sellers to focus on what matters most to buyers.
That means:
The best sales conversations start inside your company. When your teams have real proof points, clear ROI data, and a clear connection to your value story, they walk into customer meetings ready to sell outcomes instead of defending price.
Breakthrough to immediate, predictable and sustainable sales effectiveness
Discounting may help you close a deal faster, but it rarely builds the kind of relationships that last. The best sales teams know this, so they focus on showing buyers what success looks like.
When sales teams focus on value, everyone benefits. Margins stay healthy, customers see measurable progress, and deals turn into long-term partnerships. Sales leaders gain stronger pipelines, steadier growth, and teams that sell with confidence instead of pressure.
If you want to close complex deals at the right value, start by changing how your team talks about what you offer. Give them the tools, proof, and support to sell with clarity and let the results speak for themselves.
Ready to close complex tech deals at full value? Korn Ferry can help you design a value selling strategy that drives outcomes, strengthens margins, and builds lasting partnerships. Let’s help you build a smarter, value-led sales strategy.
