Sales induction boot camps and annual sales training are built on a foundation of boring PowerPoint presentations that describe products in terms of features and benefits.
A product feature according to Wikipedia is a distinguishing characteristic of a software item, (e.g., performance, portability, or functionality).
A product benefit according to Wiktionary is an advantage, help or aid from something.
For a product feature to be of benefit to a user, the user must firstly have the problem or sub-optimal condition that the product feature addresses and have a pressing need to resolve it.
It is impossible to know if a product feature will be of benefit without first understanding the client condition.
Therefore, I propose that we declare features and benefits a deceased concept in B2B selling... they have served us for the past 70 years of marketing computer technology, but it's time to move on because the majority of salespeople cannot translate product features and benefits into meaningful conversations with buyers.
Furthermore, B2B buyers are not interested in features and benefits - they are interested in capabilities and the outcomes those capabilities produce.