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.
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).
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.
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!
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.
Cuvama’s unique customer-aligned Discovery-centric approach allows B2B businesses to elevate the customer value conversation. Cuvama is the last stage in the evolution of the buying and selling experience, contrasting to typical value selling approaches.
Sales teams are often more concerned about “doing discovery” than about the quality of the discovery done. Ultimately, poor discovery costs your business money. It wastes your sales team’s time and resources and makes your entire business less efficient.
Learn why embedding a customer success outcomes-based culture throughout your organisation will increase customer satisfaction and accelerate growth. The article also explores how to start the journey.
We explain why discovery is so important in all B2B subscription sales processes and how to do it right. We explain in detail the 7 levels of discovery skills discussed by Alex Smith and Peter Cohan in a recent webinar.
Almost every company I’ve worked at has struggled to replicate the capabilities of its rockstar sellers across the whole team. How can we take the attributes of consistent over performers and implant those skills and behaviors in the rest of the team?
CEOs and revenue leaders across enterprise SaaS all grapple with forecasting revenue numbers. Getting forecasts wrong means agitated investors and difficulty making strategic decisions. Leaders should be able to look at a pipeline and say that a deal has X chance of closing within X months...
