Question kind of says it all but for context my firm pushes value selling hard, we have former Force Mgmt people in leadership roles so it's definitely in the kool aid. I agree with the principles and try to employ them as much as I can, but I find myself losing deals due to feature/functionality all the time. And it's not usually competition, it's usually "your product is lacking X" or "We can't move forward until it does Y"
Any thoughts on this? Have you dealt with something similar?