BVS Fundamentals
Field listing persona who approves, spends, and controls budget.
Who is the Person of Power?
Insider who guides on politics and timing but is out of the format decision chain.
Who is a Mentor or Coach?
Action to take when there is incomplete qualification evidence.
What is "Do More Discovery"?
Role owning and updating BVS7 journal content for strategic deals > $250K.
Who is the Account Executive (AE)?
Lowest-risk point in the sales cycle with fully validated qualification evidence.
What is a fully qualified opportunity?
The two mandatory Salesforce fields in the BVS "Plan" section.
What are Decision Criteria and Decision Process?
These stakeholders prioritize usability, reliability, and solution impact on their team.
Who are the Users (or Operational Owners)?
Recommended action when there is no business pain, power path, or a strategic misfit.
What is Qualify Out (or Disqualify)?
Validates technical relevance and feasibility to sharpen the "Solution" field.
Who is the Systems Engineer (SE)?
Pitfall of listing technical SKUs instead of business outcomes in the "Solutions" field.
What is a "feature dump?"
Field written in customer language that identifies the main business problem.
What is the Business Issue (or Identified Pain)?
This "Ultimate" persona is both the formal approver and the decision maker.
Who is the Ultimate Person of Power?
Rather than relying on a "gut feel," qualification is described as this type of decision.
What is an investment decision?
Leaders who coach teams on business value and evidence.
Who are DMs and SEMs?
Using the Business Value Selling journal avoids this late state "do nothing" outcome by customer.
What is a "no-decision" outcome?
This field must include concrete numbers to avoid vagueness.
What is Primary Business Value?
Their opinion shapes decision, reputation relies on reducing risk.
Who is an influencer?
Only "qualify in" with clear, customer-backed evidence for these four core types.
What are Need, Power, Value, and Process?
These collaborators refine business cases and clarify customer processes.
Who are PAMs or Partners?
All BVS7 fields are mandatory in Salesforce for every opportunity above this dollar amount.
What is $250,000?
The lens through which you qualify opportunities.
What is the Business Value Selling Journal?
Essential first step to identify "Champion" and "Person of Power.
What is Persona Mapping?
This should always be identified before positioning against a competitor.
What is the customer's decision criteria?
This describes qualification that leverages SEs, partners, and leaders.
What is a "team sport?"
What to do when qualification is based on assumptions, not evidence.
What is do more discovery before qualifying in?