Training Technical Sellers to Engage Business Buyers

Navigating Paths


Securing the technical win is critical, but larger deals and customer consumption require aligning to the business win.

Successful sellers manage both technical and business stakeholder paths. They use new skills and tools to engage business influencers.

Parallel Path

Business Value Selling Requires Specific Strategies

Anchoring to Business Impact

Sellers must start the conversation higher, oriented to the business impact of your solution.

Optimizing Champions

Sellers need to identify the right champion and arm them with the right content and strategy.

Leading the Decision Journey

Multi-threaded deals easily get 'stuck' and demand multiple influencer value conversations.

Telling the Business Impact Story

The message should communicate the case for change with qualitative and quantitative benefits.

'Guiding' the Decision Journey

Decision Journey

Deals are growing complex – requiring sellers to guide the buyer’s decision-making journey.
Equipped with the right tools, sellers must execute a modern sales methodology and process:

  • Building a value hypothesis
  • Delivering insight to uncover value gaps
  • Defining a competitive message strategy
  • Tailoring the value story
  • Activating a champion
  • Co-creating a mutual success plan
  • Leveraging the MEDDPICC deal review framework

Customized to Be 'Native' in Your Organization

Seller Training

Skills that equip sellers to navigate complex, consensus sales motions


Skill Reinforcement

On-demand content delivered across multiple digital platforms


Onboarding Integration

Business Value Selling concepts embedded into new hire training

Manager Enablement

Front-line leader tools and training to ensure effective inspection and coaching


Dynamic Playbooks

Standardization of Business Value plays to guide day-to-day selling behaviors


Messaging & Content

Custom customer-facing assets to support Business Value conversations

Process Alignment

Refinement of stages and MEDDPICC inspection to support Business Value Selling


Tech Stack Integration

Alignment of Business Value concepts across CRM, CMS, LMS, and other systems


Program & Change Management

Executive alignment activities & comms strategy to generate top-down support

Fully integrated with your sales enablement tech stack


Measurable Results

Snowflake Case Study


Snowflake Logo_Black

Snowflake is a hyper-growth tech startup turned data cloud platform behemoth. With a global sales force, there was a significant opportunity for a common language and way of selling.

After an extensive review, Snowflake selected Brevet as the strategic enablement partner because of our ability to deliver a custom program aligned to their consumption strategy.

Brevet developed a tailored methodology, supported by value messaging and skill content to drive alignment across sales teams and internal partners.

This high-impact live virtual training program has been delivered in multiple languages, across diverse segments and 20+ countries. It has also formed the basis for onboarding programming so all new hires are equipped with the common language from day 1.

The Business Value Selling program has become a critical lever in improving customer business impact of a highly technical IT solution.


Cornerstone Logo_Black

This industry leader in talent and learning management software deployed Business Value Selling to better compete in a crowded and stagnate market.

Sellers across the organization were executing inconsistently. Leadership saw a significant opportunity to establish a structured process oriented around business value and impact.

Our program focused on engaging customers early in the decision process, co-creating the solution, and guiding influencers to build buy-in and budget for the purchase decision.

We also created business value messaging tailored for select priority verticals, including healthcare and business and professional services.

The sales impact has been significant, igniting growth across all geographies and segments.

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Let’s connect to explore how we can help you activate real change in your sales organization.