When the deal leaves your hands, your champion becomes the seller. This chapter explains how to arm internal champions with a Business Value Analysis (BVA) that sells itself — simple, credible, and CFO-ready. Learn how to build one-slide summaries, prep scripts, and assumption sheets that survive executive scrutiny. Featuring data from Forrester, Salesforce, and Pavilion, plus real insights from Sysdig CRO Gary Olson, this chapter helps sellers turn value stories into interna

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.