See the strategies that top-performing enterprise sales teams at organizations like Oracle, Blackline and ACI Worldwide are using to uncover huge pipeline opportunities within their existing strategic accounts.
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A recent industry survey reported that improving account planning from “poor” to “good” resulted in a 41% increase in win rates. Most B2B sales organizations don’t have an effective account planning process – and actually rely on PowerPoint, Word and spreadsheets as their primary planning tools. Download this...
Forecast Accuracy must be built on a foundation of outcome-based processes. This easy to understand checklist guides you through the identification of processes, stages, tools and metrics needed to bring truth to your forecast.
In the Smart Selling Tool's executive interview series, Nancy Nardin interviews sales tool providers and gets real about the problems they're solving and why you should care (or not care). A recently published interview with Mark Kopcha, Revegy's President and CEO, discusses Revegy and how a customer-centric
In working with different sales teams, I see a central theme emerge: how you look at key relationships at the account level can be very different than you do at the opportunity level. Why is it important gain visibility with key decision makers and influencers? Take a look...
Since using Revegy my base pipeline has increased by 10%.
Leveraging Revegy.. is helping us uncover larger, more strategic opportunities...
If your key accounts are the heartbeat of your business, you’re not alone: Most B2B companies attribute about 80 percent of their revenue to just 20 percent of their customers. It’s in your company’s best interest to know these customers well. But while you know who these accounts...
In this brief, SiriusDecisions shares their observations on the most common reasons b-to-b organizations struggle to make their large accounts that much larger. The obstacles can be broken down into three macro categories: sales, process and corporate.
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Too many reps rely on discounts to get deals over the finish line. This results in reduced margins (and commissions) and can easily be avoided by starting with the end in mind. Buyers are more saavy and educated – but this doesn’t mean that reps need to be...
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One of the main benefits of using Revegy is pipeline clarity
When the largest business intelligence and analytics company in the world needed to improve their account planning, they turned to Revegy to help. Read this case study to learn how strategic account planning helped drive a $20 million increase in pipeline.
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Ask any sales rep about his or her customer relationship management (CRM) platform and you’ll likely hear a lot of groaning. It’s no secret that many companies are struggling to realize their returns on investment (ROI) in any quantifiable fashion, meaning companies are spending a significant amount of...
Managers... now visually see where the gaps are and create a detailed action plan moving forward.
With the constantly evolving landscape in B2B sales, relying on methodologies, training programs and SFA systems to drive sales effectiveness often falls short in reinforcing value selling behaviors. With the number of decision makers increasing and sales cycles getting more involved, enterprise sales organizations are struggling with how...