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

Explore the new rules of sales excellence in cybersecurity. From value selling to MEDDICC to adaptive discovery, veteran GTM leaders break down what it takes to win in a noisy, high-stakes market—and how AI is changing the game.