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 are and how much revenue they bring in, are you really making the most of your best customers? How much revenue SHOULD you be getting from each of these accounts? Is there a plan to get there? Can you actually execute and monitor that plan?
It’s a tall order that sales organizations struggle to address.
Nancy Nardin, founder and president of Smart Selling Tools, named Revegy one of her top sales tools for 2016 for its scalable and consistent approach to key account planning. She calls Revegy the “engine that drives key account revenue growth.”
In her review, Nardin outlines a step-by-step approach to effective key account planning, all supported by Revegy:
1) Plan build: Evaluating the current state and history.
2) White space analysis: Determining the total addressable market by account through assessing what each account is buying currently against what they should actually be buying.
3) Relationship map: Mapping out your existing relationships and the strength of those key relationships.
4) Goals: Establishing a desired future state for accounts.
Think there are more dollars to be had from your key accounts? You’re probably right. Learn how Revegy can help you develop an actionable blueprint for growing key account revenue.