KAM Enablement: The New Strategic Necessity
As a B2B company, a significant part of your revenue comes from key accounts. Focusing on key accounts can deliver the highest growth in the least amount of time, at the lowest cost. Not just over the long term – but NOW. WHAT – Defining KAM In the comprehensive Buyer’s Guide to Key Account Management, […]
Why Account-Based Planning is Mission Critical NOW
A picture is worth a thousand words. In the world of sales, it’s worth a thousand hours and millions of dollars in revenue. The Key to Actionable Account-Based Planning The success of any enterprise sales team – whether that is defined by expanding key accounts, increasing win rates, or improving forecast accuracy – has a […]
The B2B Sales Enterprise Challenge
A recent McKinsey study, How B2B Digital Leaders Drive Five Times More Revenue Growth than their Peers, sheds light on the obstacles that face B2B sales enterprises today. Digitalization has affected all companies, however, B2B companies face added challenges. Unique Challenges of B2B Companies The McKinsey study summarized these challenges claiming, “B2B players must contend […]
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. […]
