Value-First Measurement w/ Danielle Urban - Every Human has a Value Path

Episode Description

Your prospects don’t care that you call them MQLs.

They don’t know what SQL means. They have no idea why you’re asking if they’re “sales-ready” when they’re still trying to figure out if your category even makes sense.

The truth? Your internal process metrics have nothing to do with how humans actually buy.

Last week Danielle Urban and I showed you what a unified customer view could look like - the technical foundation that makes transformation possible.

Today we’re introducing the framework that makes it meaningful: The Value Path.

Every human CAN follow a predictable journey:

• From anonymous discovery to active investigation • From authentic interest to navigating internal complexity • From creating value together to becoming industry champions

These aren’t “stages” you force people through. These are natural human progressions you recognize and support.

In this episode: ✅ Why 25 years of MQL/SQL thinking has failed ✅ The eight Value Path stages that replace artificial metrics ✅ What changes when you align with human buying behavior ✅ The one audit you should do before next week’s technical implementation

This is the challenger conversation B2B needs.

No more diplomatic explanations for why lead scoring doesn’t work. No more justifying broken systems, misaligned teams, and attribution wars. We’re naming the problem and providing the alternative.

Next week: Danielle goes full technical - live screen share showing how to build Value Path tracking in HubSpot. You’ll see contacts, companies, leads object, deals - everything - mapped to human reality instead of internal process.

Your challenge this week: Audit your current lifecycle stages, lead statuses, deal stages. Ask yourself: Are these human stages or internal process stages?

Then bring your questions to next week’s implementation episode.

Today, join us live for the conversation that replaces demand generation thinking with something that actually works.

Can’t join us live? Save this post and catch the recording.

Want to see where you are in your own transformation? Take a Value-First Trap Assessment: https://lnkd.in/gFgv76Rr

#ValueFirst #Measurement

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