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Spotlight.ai in CEO Times: Why Every Deal Needs a Credible BVA


We’re excited to share that CEO Times just featured Spotlight.ai’s community-driven Spotlight the BVA handbook — highlighting why every sales team needs a credible, defensible Business Value Assessment to win buyer trust and close larger, faster deals.


Why this matters


Too often, the BVA stage is where deals stall. Numbers don’t add up, buyers lose confidence, and value conversations fall apart. The article explains how Spotlight the BVA is redefining that moment — turning spreadsheets into a unified, evolving playbook written with the sales community, not just for it.


From static decks to living handbooks


As Nate Stuyvesant, Chief Customer Officer and Head of Operations at Spotlight.ai, puts it:

“The best handbooks aren’t written alone. They’re built with the practitioners who live these challenges every day.”

The handbook shows sales professionals exactly how to run a value discovery session, anchor ROI credibly, and build BVAs that withstand executive-level scrutiny.


A shared future for value-driven sales


The feature highlights how organizations using a consistent, evidence-based BVA process see:

  • Nearly 2× higher win rates

  • 30–40 % larger deal sizes

  • More reliable forecasts built on data, not assumptions


The first chapters of Spotlight the BVA are now live, with more releasing soon, and sales professionals everywhere are invited to contribute their own insights to shape future editions.





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