The State of Account-Based Sales: How B2B enterprise organizations are utilizing an account-based process
Introduction Account-based sales is still a new process for many sales organizations. Many sales leaders report that they are executing this process successfully. But what do the numbers say? Sales executives may feel they are successfully implementing the Account-Based Sales process. However, most organizations are earning less than 50% of their revenue from their key […]
[Infographic] Key Account Management Technology: Evaluating the Solutions
Account-based selling solutions come in a variety of shapes and sizes. Available offerings range from more tactical point solutions – essentially one-size-fits-all apps designed to automate single elements of key account planning. In comparison, more strategic solutions offer a diverse array of features and functionalities to enable account-based planning and execution. It’s critical to evaluate […]
Demonstrating Value to Grow Wallet Share
Customer-centricity is integral to driving value. Understanding your customers, their industry, their personas, their financial KPIs, and being able to share this information in a way that provokes your customer/prospect into thinking more strategically about their business opens the door for personalized, value-based conversations about your solution and service offerings.
5 Obstacles to Successful Key Account Growth
We all know that all clients are not created equal. Your approach to managing and growing your most strategic accounts impacts your ability to optimize revenue. Why Focus on Key Accounts? Key Accounts are your most profitable, scalable, and tenured clients. For many companies, they are typically large, complex global entities with multiple buying units, […]
How Much Revenue Are You Missing From Key Accounts?
Does Key Account Planning really move the needle? According to a CSO Insights study, companies that engage in effective ongoing key account planning have win rates nearly double that of companies without a formal process. Moreover, companies that use a solution designed specifically for account planning have an 11-point advantage over those using manual efforts […]
Harvard Business Review Features Revegy as Top Account Management Tool
In a recent Harvard Business Review article, Bain & Company partners Mark Kovac and Jamie Cleghorn discussed the importance of preparing sales teams for a recession before it hits. They addressed which areas sales organizations should focus on to prepare for the next recession and highlighted the value of digital tools. In the article, Kovac and Cleghord recommended […]
Driving Key Account Growth: Critical Components
Key Accounts are a B2B company’s most strategic, valuable and long term clients. Many organizations find that penetrating these complex accounts in a strategic, successful way can be even more difficult than getting the first piece of business. One of the major factors keeping B2B key account teams from achieving their goals is that the […]
What is Hampering your Key Account Growth?
Why Focus on Key Accounts? Key Accounts are a B2B company’s most strategic, valuable and long-term clients. They are typically large, complex global entities with multiple buying units, functions and verticals. Key accounts are hard to win and can be equally as challenging to grow. These customers not only provide significant current business, but have […]
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 […]
