Filling the Gaps: A Guide to White Space Analysis
Companies implementing cross-selling strategies can increase their sales by 35%, yet many sales teams struggle with pinpointing where these opportunities lie within existing accounts, often missing hidden revenue potential. Revegy’s white space analysis in sales addresses this challenge head-on, mapping out gaps in current offerings so teams can spot precisely where cross-sell and upsell opportunities […]
How Customer Relationship Mapping Shortens the Sales Cycle
Many B2B companies sell into the enterprise market, which often means deals are large, complex, and long-cycle. These deals have come to be known as “megadeals.” They involve a higher-than-average number of stakeholders and decision-makers, many of whom have conflicting goals and needs. In a recent McKinsey article, Landing the Megadeal – Seven Keys to […]
How to Turn Your SKO into Year-Long Sales Success
The sales kickoff meeting also known as, SKO, is much more than a routine annual gathering; it’s the vital catalyst that ignites a year of sales success. However, the challenge often lies in harnessing the energy and strategies from your SKO meeting in a way that doesn’t just ignite a fleeting spark but rather fuels […]
