The best sellers don’t just sell value, they sell peace of mind.
In this episode of V5, we talk about why risk mitigation, not ROI, is what actually unlocks budgets and moves deals forward. Jarod Greene chats with Daryl Weldon, VP of Sales at Verisys, about why so many deals stall at the procurement stage and how to address this issue.
Daryl shares what sellers miss when they push growth over protection, and explains how compliance, legal, and brand concerns influence decisions long before signatures are signed. She lays out what it looks like to build a value case that speaks to multiple stakeholders, including those you may never meet. Her take: if your deal keeps stalling late in the cycle, it’s probably not a pricing issue.
Learn how to quantify inaction, tailor your pitch beyond growth, and leverage risk as your strongest sales tool.
In this episode, you’ll learn:
Things to listen for:
(00:00) Introduction
(00:33) Why ROI sounds like hope, not control
(01:20) How growth-first mindsets miss buyer pain
(02:36) What stalled deals reveal about your pitch
(03:17) Risk as a tool for multithreading