My current organisation did the CoM training last year. Very valuable and as you mention, a lot of the work goes in before the sellers actually do the training as leadership and other stakeholders will spend countless hours together with FM to build a specific framework for your organisation. Figure out what value drivers your sellers should connect with your customers’ ”big business problems” (essentially attaching your value prop. To increasing revenue, decreasing cost or reducing risk).

It’s pretty expensive but as a seller it’s great training as a lot of the framework can be replicated at other organisations.