Understanding Business Value Assessment (BVA) in Enterprise Sales
In the competitive landscape of enterprise sales, a Business Value Assessment (BVA) is an essential tool that helps sales teams...
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Lolita Trachtengerts
- Aug 30
- 3 min
What is MEDDICC?
Boost sales with MEDDICC: a framework for better lead qualification, higher close rates, and improved forecasting.
40
Nadav Efraty
- Aug 8
- 3 min
Aviation and Sales: A Comparative Look at Skills and Tools
Spotlight.ai revolutionizes sales with intelligent automation and real-time guidance, much like advanced avionics guiding modern pilots
30
Roi Carmel
- Apr 19
- 3 min
Packaging the Value: How Effective Packaging Enhances Value Selling
Discover how smart packaging transforms customer perception and drives value. Enhance your sales strategy with impactful presentation!
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Nadav Efraty
- Apr 16
- 4 min
Chapter 2 - The Champion
You can never sell any new capabilities to any corporation unless someone inside is personally excited about your offering. But...
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Nadav Efraty
- Apr 15
- 2 min
Chapter 3 - The Stakeholders
There are typically multiple individuals or groups that are involved in every corporate buying decision. The list may include people from...
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Nadav Efraty
- Apr 12
- 5 min
Chapter 4 - From the Tactical to the Strategic
There is no opportunity unless the seller uncovers a critical need or a pain and identifies and builds a champion that is committed to...
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Nadav Efraty
- Apr 11
- 4 min
Chapter 5 - The Buying Process and Decision Criteria
Having the right sales process for each different sales motion is critical. A sales organization that will try to impose an enterprise...
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Nadav Efraty
- Apr 10
- 2 min
Chapter 6 - Competition / Alternatives
Understanding the competitive landscape is critical for many reasons: The seller must be prepared for the specific competition in the...
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Nadav Efraty
- Apr 8
- 6 min
Chapter 7 - The Sales Qualification Methodology
Engineers are taught to look for the weaknesses and breakpoints in their work. Sellers tend to be optimistic and focus on good potential...
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Nadav Efraty
- Apr 5
- 4 min
Chapter 8 - Arming The Champion
Most of the discussions between the stakeholders as well as the actual buying committee decision happen without the presence of the...
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Nadav Efraty
- Mar 30
- 4 min
Chapter 9 - The Economic Buyer
The Economic Buyer, sometimes referred to as the Executive Buyer or the Decision Maker is typically a VP, Executive or sometimes a...
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Nadav Efraty
- Mar 29
- 2 min
Chapter 10 - The POV
Effective POV management requires clear understanding of pains, strategic impact, objectives, timeline, success criteria before execution
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