Overview
Summary: A value-messaging program that aligns sales teams on how to uncover pain and communicate value.
Built for: B2B sales organizations, their managers and cross-functional GTM teams.
Outcome: One customer says average revenue per account rose almost 4x after adopting Command of the Message and MEDDPICC.
Pricing
Pricing not publicWhat you'll get
Deliverables: A customized Value Messaging Framework, cross-functional training and access to the Ascender platform
Engagement phases: Three phases: align and embed, deliver, sustain
Reinforcement: Daily content, ongoing curriculum and live events through Ascender
Services offered
- Discovery phase: research into your company, products, buyers and current messaging
- Value Messaging Framework: a framework customized to your organization
- Sales training: practical sessions on communicating value and differentiation
- Manager enablement: tools and skills for coaching consistent performance
- Ascender: a mobile app with on-demand content and live events
- Cross-functional alignment: one shared value language across sales, marketing and product
TopCloserR Perspective
Why it matters
AI makes it easy to send more messages, not better ones. A shared value framework keeps both human and AI-driven outreach tied to what buyers care about.
Who it's for
- In the role
- Aligns the whole GTM team on one value message and how it shows up in deals.
- Aspiring
- Sales directors preparing for revenue leadership — A model for running change across the whole organization.
- In the role
- Gives you a structure for discovery and value-focused conversations in complex deals.
- Aspiring
- SDRs moving into closing roles — The discovery discipline that enterprise deals demand.
Works best for Complex technical deals with multiple decision makers.
What it helps you do
Command of the Message helps sellers uncover business pain, connect their differentiation to buyer priorities and spot gaps early in a deal. Reinforcement keeps those habits in place as the team grows.
How to put it to work
- Rewrite your talk track around buyer outcomesAccount Executive
Use the value framework to replace feature lists with the business problems you solve.
- Feed the framework into AI workflowsChief Revenue Officer
Make the value framework the guide for AI-drafted emails, call plans and summaries.