Selling in 2024: Discover how to win
The importance of discovering Critical Business Issues
Peter Cohan from Great Demo shares with Cuvama practical tips for uncovering the key factor to avoiding a ‘no decision’ in 2024.
Selling in 2024: Discover how to win
The importance of discovering Critical Business Issues
Peter Cohan from Great Demo shares with Cuvama practical tips for uncovering the key factor to avoiding a 'no decision' in 2024.
This interview covers
- Why selling in 2024 means focusing on avoiding 'No decision'
- The role of Critical Business Issues (CBIs) in winning deals
- Why uncovering CBIs is so important
- The difference between discovering Pain and CBIs
- Practical tips, examples and questions for uncovering CBIs in discovery
About Peter Cohan
Founder of Great Demo!, Peter helps software organizations achieve their sales and marketing objectives by making their demos crisp, compelling and surprisingly effective.
You can check him out here
Cuvama: The platform guiding reps to uncover pain and sell value
Unlike the rest of your tech stack, Cuvama actually enables your reps to have the right value conversation. With live enablement, we guide them to be an expert in your value proposition, ask the right questions and link a buyer’s challenges to the business impact your solution will drive.
Unlike your existing...
- ROI calculator, Cuvama is credible to prospects, promoting deliberate discovery and not rushing straight to ROI
- Sales enablement and Playbooks, Cuvama guides reps in live conversations, rather than sitting in an online library gathering dust
- Sales training, Cuvama reinforces best practice in real life deals, instead of relying a rep's memory of classroom lessons
- Discovery guide, Cuvama dynamically responds to different persona challenges, linking them to desired outcomes
- Presales or Value Consultants, Cuvama can be used across all deals by all reps, enabling them to be less reliant on subject matter experts
Learn why Cuvama
is different
When it comes to talking about why Cuvama is different – our customers say it best. Listen to the Sales and Value leaders from leading B2B orgaizations explain the impact Cuvama has had for them.
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Explore the frameworks and tools to help set your sales reps up for value selling success.
How B2B companies use Cuvama today
Improve Sales Discovery
Transform your sellers into value experts, enabling them with right information and process
Scale Value-based Selling
Give every sales rep what they need to consistently sell value every time
Customer Success Value Enablement
Empower Customer Success to talk about business outcomes, not customer service
Better Quality Leads
Introduce value from the first customer interaction to get better quality leads
Unleash your Value Prop
