Leyre Iniguez, Author at Cuvama

Blog

Cuvama’s Value Selling Framework to scale value-based selling

Implementing value selling across an entire team isn’t easy, which is why we created the Cuvama Value Selling Framework.

Blog

The Ultimate Guide to Value Selling 2023

Is your B2B SaaS sales team struggling? Value selling may be the solution. We explain what value selling is, how to do it right, and how not to do it.

Blog

Value Selling Tips (pt.2): Nailing Value Discovery

3 tips for getting your whole sales team to perform good discovery consistently and at scale. We argue why performing good discovery is critical and provide practical tactics to transform to a selling value outcomes business, not products.

Blog

Why now is the time for Customer Value Management 2.0

With the explosion of enterprise B2B SaaS solutions in the last 15 years, there has been a shift in power from the SaaS vendor to the customer. Customers can buy more easily, churn more easily, and they need to see value 24 x 7. This led to the birth of a deliberate focus on Customer Value, and a new category called Customer Value Management.

Blog

Cuvama for MEDDPICC

MEDDPICC is arguably the most widely adopted sales framework within B2B sales. Find out how you can implement and scale MEDDPICC in across your sales team.

Altrio deploys Cuvama to scale the business enabling all sales reps to sell value

Cuvama is bringing clarity on the value drivers of Altrio’s product, Origin, so the Go to Market and Customer Success teams can sell and deliver value at scale.

Blog

The Ultimate Guide to Customer Value Management 2023

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).

Blog

Scaling Challenger Sales with Cuvama

Challenger reps are the top performers in B2B sales teams by a significant margin. But building a team of Challengers is easier said than done. Learn how to nail and scale the Challenger Sale across your team with Cuvama.

FREE Tools to Make Value Selling Easy

Content template

Blog

Value Selling Tips (pt.1): Selling Outcomes

3 + 6 tips to maximise your salesreps efficiency selling the business value of your solution, rather than its features and functions. Includes Value Selling Do’s and Don’ts!

Cuvama and Zellis expand relationship

There’s truly no going back to the old world of meeting buyers and building relationships face to face. The B2B sales world has changed forever. Just as many industries, ‘enterprise’ software firms will also need to adapt to survive. How easy is for them?

Gated

Top Tips for Selling Value Outcomes, Not Products: Solution and Proposal

We argue the comm challenges that prevent value selling in the solution and proposal phase and provide 3 ready-to-implement tips to continue selling and delivering value at this stage of the sales process.

News

Daniel Head Joins Cuvama as Strategic Advisor

Cuvama is a pioneer in the nascent customer value management category, with a discovery-centric approach. "All B2B companies want to sell outcomes. Cuvama has built a unique CVM solution to do just that," says Dan Head, CRO at Braze.

News

Cuvama welcomes Tom Meerstadt as Marketing Lead

“There’s so much opportunity to improve the way B2B organisations sell value and integrate it into their business processes and thinking. Cuvama is really at the front shaping the customer value management category”, said Tom.

Meet the Team

Meet David Beriev

Our Lead Solution Engineer David Beriev ensures the perfect fit between our customers’ needs and the Cuvama app. Get to know him better in this personal interview.

Cuvama and Jedox announce the continuation of their collaboration

Jedox continues to invest in Cuvama to accelerate sales and remove the uncertainty associated with procuring software. New contract follows a successful year with sales cycles length reduced by 30% on average.

MG's musings

Key life lesson on value

It was the summer of 2015, and I was a smitten new Dad. But after a couple of weeks of sleepless nights, I was secretly delighted when I was asked to join this sales opportunity in California as the value engineer…

Cuvama announces GBuilder as new customer

GBuilder adopts Cuvama to further its focus on bringing value to its customers in the construction sector. Adopting Cuvama means that all sales reps will sell with confidence and ensure prospects understand the value that the GBuilder’s BIM solution can bring.

Meet the Team

Meet Saagar Sinha

Our Delivery and Customer Success Lead Saagar makes sure that our customers get up and running with Cuvama in quick time and successfully sell and deliver on value.

Cuvama announces Pando as new customer

Pando chooses Cuvama to scale the effectiveness of their value discovery teams across the APAC and North American markets. The team feels empowered with an easy-to-use solution to drive value conversations with prospects.

Saagar’s SaaS-y Sentiments

The Inception of Value

In my previous life as a value seller, there were 2 core beliefs I liked to share around what constituted an effective business case or investment thesis: first that it was less, if at all, about the numbers...

Customer Story

ProCARE Customer Story

ProCARE approached Cuvama to highlight to the C-suite of healthcare organisations the business value that ProCARE brings and this way accelerate sales. We spoke to ProCARE CEO and CRO to find out more.

Cuvama announces ProCARE as new customer

ProCARE chooses Cuvama to highlight the value of optimising compensation for healthcare organisations. Early results demonstrate how ProCARE’s go-to-market strategy is becoming a game-changer with promising shorter sales cycles and business benefits.

News

Cuvama welcomes Toby Flenley as Sales Lead

Cuvama welcomes Toby Flenley as its new Sales Lead. “I’ve seen countless engagements where Sales teams struggle to uncover the true value of their solution with a prospect. I'm excited to join Cuvama because it solves that exact problem”, said Toby.

Webinar

Recording: Common GTM mistakes and proven strategies to overcome those

Watch this webinar to learn what are the 3 most common go-to-market mistakes to avoid when scaling your B2B SaaS start-up and how to overcome those.

Recording – full version: Common GTM mistakes and proven strategies to overcome those

Watch this webinar to learn what are the 3 most common go-to-market mistakes to avoid when scaling your B2B SaaS start-up and how to overcome those.

Blog

From Start-Up to Scale-Up: Strategies and Tips for Seed and Series-A Funded CEOs

Research shows that 75% of all SaaS start-ups fail. This article reveals actionable tactics on how to overcome the most common start-up go-to-market mistakes and explains the warning signs that your company may be experience them.

Report

ebook: From Start-Up to Scale-Up

This ebook provides Seed and Series A start-ups with the frameworks they need to help them accelerate growth by enabling them to get away from selling solutions based on features and functions and start selling customer outcomes.

News

Cuvama announces partnership with ArticulateIT

Cuvama partners with ArticulateIT to develop a new sales and marketing-support application that helps SaaS companies generate higher quality leads through early engagement on customer outcomes.

Author: Leyre Iniguez

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