Why don't we talk more about value?

I see so many posts here pointing fingers at sales and marketing, but I don't see a lot about quantifiable VALUE of the product/service Founders are putting forward. What will make an organization, nay, a person at an organization who is trying to keep their job and get ahead, take a chance on reccomending your solution? What's the return on investment? What's the risk? Basic Time/Money/People returns. If clients can't do it faster, cheaper or without resources, and you can't do a simple math equation to show them how much they are saving per year, you are going to fail. You may have the coolest product in the world from an engineering perspective, or something casual people might think is neat, but until you provide value, you just have a passing compliment. And compliments don't pay the bills.