Value selling in the age of AI with MG Gurbaxani, CEO of Cuvama

Episode notes

In this episode, Cuvama CEO MG Gurbaxani joins Jeet Mukherjee and Tracy Dent to break down myths in value based selling and what it takes to succeed when AI is no longer a differentiator. Learn how to sell on value versus features, what CROs are saying behind closed doors about the pressure to scale sales with automation, and how to maintain the human element of discovery. Topics: What value-based selling looks like (done right) How to sell a value story instead of insist on ROI How to fix discovery so pricing reflects impact, not cost Ways companies are quantifying impact to build and protect pricing power Chapters 00:00 Introductions 02:38 The value selling illusion and what CEOs think is happening 11:21 How to navigate a large buying center 20:51 CRO insights on AI and value selling 35:46 Stories of how value quantification builds pricing power 44:08 What B2B SaaS CEOs need to get right in H2 About MG MG Gurbaxani is the co-founder and CEO of Cuvama, a Customer Value Management platform designed to help B2B GTM teams uncover and communicate value at scale.

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