Cuvama resources
The latest stories, blog articles, white papers, webinars and news from the Cuvama team
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4 strategies for successfully selling outcomes and ignite your B2B SaaS growth
Will’s words of wisdom
Will Edward
Webinar 7 levels of discovery skills
Watch this on-demand webinar to learn where you and your team are on the 7 levels of discovery and how you can level-up the 80% with skills and support from technology platforms like Cuvama.
Value is the language of consensus
VALUE IS THE LANGUAGE OF CONSENSUS. Why is that SO important?
Buying groups are getting larger and more complex. Even smaller $50k SaaS decisions often involve 10 or more stakeholders. So if you’re a B2B seller and don’t have ‘guiding buyer consensus’ at the top of mind – then you’re probably toast. Period.
How fast can you teach your sales team a new language?
Over my 35 years in B2B sales, almost every company I’ve worked at has struggled to replicate the capabilities of its rockstar sellers across the whole team. I’ve always been fascinated with how to enable the entire sales team to perform at the same level as the best performers. How can we take the attributes of consistent over performers and implant those skills and behaviors in the rest of the team?
The B2B sales world has changed forever, full stop
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, full stop. As a result airlines, trains, hotels, car rental etc. will all need to adapt to survive – and luckily most of them will fundamentally change shape and thrive. And so of course will ‘enterprise’ software firms.. or will they?
White paper: 4 simple ways to sell on outcomes and ignite your B2B SaaS growth
Learn the concept of buyer control and find out why it’s making life tough for SaaS B2B sales teams. We reveal one of the best-kept secrets in sales. Start winning customers and make them successful using a predictable process. Discover four strategies for selling on outcomes. Learn how you can build them into your company’s processes.
How to Make Your Revenue Growth More Predictable
CEOs and revenue leaders across enterprise SaaS all grapple with forecasting revenue numbers—that all-important ARR. Executives and leaders want accuracy. Not just in the final number but the journey. Getting these 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…
Fail Friday (and learn fast!)
I heard a great fail story this week from a CRO at a $100m ARR SaaS firm. The company had been going after one of the biggest deals ever with a pharmaceutical giant. The fit was fantastic and they had their most experienced, highest performing rep leading the campaign. The rep even had a long term relationship with the business executive sponsoring the project…
It’s all about consensus
The attributes required for successful enterprise software sales in 2021 have changed radically. I speak from deep experience. I’ve seen a seismic change in buying behavior in the last 18 months that has fundamentally changed the way we need to operate. That change is the growth in size of buying groups, not by 10% or 20% – but often by double or even three times the usual number…
It’s time to empower SDR’s
I BELIEVE SDR’S ARE SET UP TO FAIL … thrown under the bus of Sales and Marketing expectation. Put simply, Sales wants credible, qualified opportunity and Marketing wants to register as many SAL’s (Sales Accepted Leads) as possible. SDR’s find themselves in the challenging position of trying to please both parties with the result….
HOW TO FIX CUSTOMER SUCCESS …
The attributes required for successful enterprise software sales in 2021 have changed radically. I speak from deep experience. I’ve seen a seismic change in buying behavior in the last 18 months that has fundamentally changed the way we need to operate. Its most likely that the customer relationship is starting on the wrong foot – with the wrong expectations…
White paper: CRM needs to evolve: CVM is the new CRM
A Customer Value Management (CVM) white paper by Cuvama that talks about the evolution of CRM, CVM strategy and why CVM is important now.
cuvama launches the first native CVM platform – the next evolution of CRM
Start-up tech business Cuvama launches first native Customer Value Management (CVM) SaaS platform. CVM platforms drives revenue growth and predictability for B2B software businesses. UK-based Cuvama backed by Innovate UK grant.