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4 strategies for successfully selling outcomes and ignite your B2B SaaS growth

Will’s words of wisdom

Alex Smith headshot

Will Edward

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.

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?

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…

Value is the language of consensus

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.

read more
How fast can you teach your sales team a new language?

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?

read more
The B2B sales world has changed forever, full stop

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?

read more
How to Make Your Revenue Growth More Predictable

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…

read more
Fail Friday (and learn fast!)

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…

read more
It’s all about consensus

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…

read more
It’s time to empower SDR’s

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….

read more
HOW TO FIX CUSTOMER SUCCESS …

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…

read more