Most reps think a BVA is just a glorified ROI calculator—but it’s so much more. A Business Value Assessment is a guided conversation that helps buyers see the impact of change in real business terms. It frames insight, builds trust, and arms champions with the proof they need to sell internally. This chapter breaks down what a BVA really is, how it’s different from your pitch deck or pricing sheet, and why the reps who embrace it consistently close bigger, faster, and with le

Most sales reps dread the BVA. It sounds like finance. It feels like friction. But the truth is, reps who run effective Business Value Assessments win bigger, close faster, and build stronger internal champions. Spotlight the BVA is your rep-first guide to demystifying the value conversation—without the spreadsheet anxiety. Learn how to lead discovery, frame ROI credibly, and turn insight into revenue. No MBA required. Just curiosity, confidence, and this guide.