Stage gates measure seller activity, not buyer commitment. See what a value-led forecast measures instead, and why CROs trust it more.
Author: Josh
A strong business case on a BVE's laptop is invisible when the deal needs it most. See the real cost in complex Financial Services deals.
First calls fail from too much information, not too little. See why a point of view converts and research alone doesn't.
A CRO's "deal support" view of your value team is a rational read of the evidence. See what actually changes the perception.
A CHRO asking for attrition proof isn't unreasonable. See why the hypothesis needed to be built before the programme started, not after.
L&D renewals lost to budget cuts usually broke at the original sale. See where the value story needed to include the CFO from the start.
Accountability without authority isn't a failure to fix. See why it's deliberate design, and what a Value Leader can still control.
Attribution isn't a dashboard problem. It's a timing problem. See why in-deal evidence changes what a CRO credits, and a report never does.
A rep-built business case isn't a weaker version of the real thing. See why it signals something worse to a CFO reviewing vendor risk.
Procurement-stage losses are usually discovery failures in disguise. See why champions can't save a business case they didn't help build.
Your reps are more "prepared" than ever. Buyers are disengaging faster than ever. Saagar Sinha breaks down the credibility gap that AI is quietly widening in early-stage B2B sales conversations and what leading revenue teams are building to fix it before it costs them pipeline.
Three workshop groups. Three shifts. None of them fully solved. Here's what 25 revenue leaders said has to change about AI in B2B sales - and why most teams haven't moved yet.
Three prices. Three commercial consequences B2B sales teams are already paying. Deals that never close. Performance gaps that stay hidden. Deal sizes that keep shrinking. Twenty-five revenue leaders sat in a room in London and mapped all three.
Three lies. Three assumptions most B2B sales teams are still acting on. Deploy AI, team gets better. More research, better discovery. Value is in our DNA. Twenty-five revenue leaders sat in a room in London and called all three out.
Discover how Cuvama’s Discovery and Business Case tools bring Gartner’s vision for product embedded value engineering to life for B2B SaaS and AI vendors.
Cuvama and Genius Drive hosted 25 B2B sales and value leaders in London to explore the good, the bad, and the real-life use cases shaping how sellers and buyers engage.
Part 3 of a 3-part blog series looking at the future of AI in B2B sales. Based on insights from Cuvama’s NYC event, this post captures what 30 B2B revenue leaders hope AI will do next - and what’s needed for it to truly become a partner in value-led selling.
Part 2 of a 3-part blog series exploring the current state of AI in B2B sales. Based on insights from Cuvama’s NYC event, this post uncovers where AI is genuinely adding value - and what’s still getting in the way.
Part 1 of a 3-part blog series unpacking real-world AI misfires in B2B sales. Based on insights from Cuvama’s NYC event, this post explores what happens when AI goes wrong - and what sales leaders need to do differently to get it right.
In this interview, Bill Arban, Sales Executive at RFGen, shares how Cuvama transformed their approach to value selling.
In this post we share the Cuvama approach to solving the adoption problem. Across the B2B SaaS world, businesses, customers and CS teams in particular are tearing their hair out in order to drive ‘good adoption’ for the end-users. Why are 80% of sellers not adopting value selling? How can businesses better define and track good adoption?
In this interview, Kevin Male, Director of Commercial Strategy and Value Engineering at Zellis, shares his journey of introducing and scaling value selling across the organization.
Cuvama, the leading Value Selling Platform that empowers B2B sales and customer success teams to discover, sell and deliver value, today announced it has raised $2.75 million in a seed funding round.
Of all the go-to-market investments a B2B SaaS business can make, there are few that will deliver the business impact of increasing a sales team's adoption of Value Selling. Read our latest research and guide on why adoption is so important and how to scale Value Selling across your sales team.
Announcing the industry's first ever research report into the adoption and impact of value selling. Cuvama, Genius Drive and the Enterprise Value Collective partnered to survey over 100 B2B SaaS companies to create Value Selling's first benchmarks.
In this webinar with Genius Drive we reveal our latest research into the adoption and impact of value selling. Over 100 B2B SaaS companies participated in our study, allowing us to produce the first ever value selling benchmarks.
Cuvama offered JAGGAER a unique solution compared to their existing value tool. It focused on enabling reps to collaborate with prospects to discover their challenges and connect them to the outcomes JAGGAER’s solutions can drive.
Deals are won or lost in discovery. But how do you ACTUALLY ensure you or your team do discovery consistently well? In this webinar with Great Demo we cover how to enable your Sales Team to execute great discovery, every time.
Today, companies are bombarded with potential solutions from B2B companies for every part of their business. The trouble is, they all sound the same. The solution? To sell, deliver and reinforce value to customers (aka Customer Value Management).
Many B2B SaaS companies base their business model on monthly subscriptions or rolling contracts. The flexibility this offers is attractive to customers – it implies the SaaS will continuously deliver business value to customers month-on-month. Because if it doesn’t, customers can easily switch to a competitor.