Most reps don’t fear selling — they fear the math. Chapter 4 helps every seller move past BVA anxiety with simple frameworks, practical language, and a live, collaborative approach that builds buyer trust. Learn why modest ROI wins, why confidence beats complexity, and how to guide—not impress—your buyer through the numbers.

A strong BVA isn’t a form — it’s a co-creation framework. Learn tactics for each tab to build buyer trust, credible ROI, and faster consensus.

Learn how to run a Business Value Assessment (BVA) discovery session that feels consultative, not like an interrogation. Chapter 2 covers how to set the stage, do smart pre-call research, ask value-driven questions, and co-create a business case buyers can defend. Backed by research showing buyers complete 70% of their journey before meeting sales, this chapter helps you make discovery impactful and credible.

A Business Value Assessment (BVA) is more than an ROI calculator. It is a collaborative sales tool that connects your solution to executive priorities and quantifies real impact. This chapter explains what a BVA is, how it differs from pitch decks and calculators, and why co-owning it with your champion drives deal credibility. Learn the ROI ranges that matter and how to run BVAs with curiosity and confidence.

This guide explains how sales reps can run Business Value Assessments (BVAs) — also called business case or ROI assessments — to win bigger, more credible deals. You’ll learn how to align to executive priorities, create compelling events, and build ROI ranges that hold up under scrutiny. Designed for AEs, SEs, sales leaders, and value consultants, Spotlight the BVA makes value selling practical, credible, and repeatable.