D K.

Alex J. I don't know your vertical or product category - but time saved is such an arbitrary metric that makes it hard for the company to envision. You are already selling something they physically cannot hold and now you are highlighting a savings they can't even measure or feel? I think asking the prospect what metrics they define as success and then using those metrics to tie back to whatever you are actually saving is the key here. Like instead of the time saved of Specific Process - what is the end goal of the process? Because that is actually what you are contributing to the bottom line - that end result

Yes product narrative has shifted. Companies have even tighter budgets. Sales processes needs to reflect how the company can not only earn money but save money. saving time per hour per week is not an effective technique tbh.