Are your sales teams struggling to get excited about topics like Artificial Intelligence or personalization strategies? Join Shaun from Adobe as he shares how interviewing over 80 customers in 2024 helped him turn market trends, industry analysis, and real customer stories into a compelling, scalable sales narrative. Discover how a core set of value statements can empower your sales teams to clearly communicate the true value of your products. Listening to customers isn’t as simple as pitching—it’s about uncovering the deeper business challenges they face. Learn how Shaun scaled a new approach that captured the hearts of his sales teams by highlighting the key value levers based on early signals from their accounts. Key takeaways: - Explore strategies for using customer stories and early account signals to inspire and incentivize your sales teams to focus on the most impactful value levers. - Understand how to translate complex market trends, like AI and personalization, into clear, actionable value propositions that resonate with both customers and sales teams. - Learn practical steps for guiding your sales teams to accelerate deals by positioning the real value of your products, based on direct customer feedback.