Achieve Sales Forecasting Accuracy This Year and Beyond

What are the chances of your next sales forecast being accurate? Probably not that great. Accurate forecasting has mystified some of the smartest people in business. In fact, the CSO Insights 2017 World Class Sales Practices Study found that only 40% of respondents said their ability to close deals as originally forecasted met or exceeded […]

Achieving Revenue Growth in the Manufacturing 4.0 World

Manufacturing companies need a specialized solution designed to address the unique challenges of strategic account management in the digital 4.0 world. The solution must be purpose-built, flexible and scalable enough to meet the needs of the increasingly complex customer landscape for large, matrixed, global accounts. Flaws with Tactical Account Planning Sales experts have discovered that […]

A New Approach to Strategic Account Management

Digital Disruption and Trends in Manufacturing Sales In our last blog post, we discussed the major trends occurring in the manufacturing industry, which have challenged the traditional tactics of sales teams. First and foremost, manufacturing enterprises and industrial ecosystems have become increasingly complex and global. Additionally, there has been an astonishing rise in both data […]

An Interview on Key Account Planning with Mark Kopcha


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). An interview with Mark Kopcha, Revegy’s President and CEO, discusses Revegy and how a customer-centric knowledge base is the cornerstone of a successful sales program. […]

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