Stop Ignoring the Worst Leak in Your Sales Pipeline
95% of Approvers Require Financial Justification.
Only 20% of Sellers Provide It.
Demo Day Glory. Quarter-End Misery.
Sales reps have been trained to show that the product can solve the problem, but not that it’s worth solving. And in complex B2B sales, that’s fatal - because the people suffering the problem aren’t the ones signing the checks.
That’s why we win the Demo… and lose the deal.
What Happens When the Value is Clear?
Play this 5-minute game and see the impact that a clearly articulated value can have on your own purchasing decisions.
OK - but how do I get my sales team to sound like that?
We’ll give you everything you need - and it won’t take us 9-12 months.
It takes 9-12 weeks.
This isn’t a year-long marathon of diagnostics, workshops, and forced acronyms where half the letters were crammed in to make the acronym work. We’ve stripped the process down to what actually drives deals, because we’ve been in the trenches doing it ourselves.
We’re practitioners, not theorists.
We won’t just hand you a shiny framework and expect you to make it fit. We’ll actually do the work for you: map your products, build the model, craft the deck and train your team.
A SIMPLE FRAMEWORK
First we draw a visual map to articulate the value of your product in three logical steps:
What are the pain points?
Why do they matter?
How are they measured?
A PRACTICAL MODEL
Then we develop a straightforward model so your sales reps can easily quantify that value for each of your customers.
A CLEAR VALUE STORY
Finally, we build you a presentation that tells your value story in three simple chapters:
Your customer’s problem
How you solve it
The cost of not solving it.
TRULY CUSTOMIZED TRAINING
We equip your sales team with practical training built around your product and its value.
And we reinforce it with office hours and live coaching over several weeks.
On-Demand Deal Support
Not ready to upscale your entire team, but still need to win this deal? Our On-Demand Deal Support service gives your sales team a fractional Business Value Consultant to build the business case, create the right models and decks, and position your solution in terms that matter to decision-makers.
It’s fast, focused, and cost-effective: a flat fee to cover the work, plus a success bonus only if the deal closes.
No overhead, no long-term commitment — just the expertise you need, exactly when you need it.
Who Leads Hofman & Dorf?
With more than two decades at the intersection of consulting, sales, and enablement, Daniel Weisleder brings a unique blend of strategy, finance, and storytelling to every engagement. He was a Business Value Consultant at ServiceNow, and built Business Value Practices at Copado and SentinelOne, creating and presenting real business cases for customers in live sales opportunities.
Before that, he spent 12 years as an Executive Advisor at CEB (now Gartner), working directly with CIOs, CHROs, and senior executives around the world. In that role, he became known for transforming complex research into clear, actionable strategies.
As a certified Challenger Sales trainer—trained by the original creators of the methodology—he has delivered hundreds of workshops on Business Acumen, Finance Foundations, and Value Modeling to teams across the globe. His work has taken him to more than 30 countries, where he has taught and advised executives, always with the same goal: turning insights into practical, sales-ready tools that drive results.
