Resource Center
Unlocking Account Growth with Strategic Account Management
What is Strategic Account Management and Why It Matters Strategic Account Management (SAM) manages and grows relationships with an organization’s most critical and high-value customers.
Revolutionize your B2B Success in 2023 with Account-Based Experience (ABX): A Winning Framework
“Make them an offer they can’t refuse!” said the marketing team to the sales team in a B2B business. But was the sales team able
5 Tips for Driving Customer Centricity through Sales Account Management
Account-based models achieve customer-centricity. Here’s the top 5 account management best practices to get your team in the right direction.
The 6 Critical Ingredients for the Best Account Plan Ever
Do your account plans help your teams meet their quotas or are they missing the mark? Without comprehensive, well thought out account plans, companies miss
8 Tips for Excellent Strategic Account Planning for 2023
Your strategic account planning process is integral to optimizing revenue in your largest accounts. In an interview we conducted with Forresters’ Vice President and Principal
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
The Sales Maturity Model: Maximize Your Sales Potential
Maximize Your Sales Potential: Discover the Power of Strategic Sales Planning for Driving Explosive Growth. Read Revegy’s Latest Blog Now.
A World Championship Winning Sales Playbook Guide
Sales playbooks are a critical component of sales success. It provides a roadmap for sales teams to follow, ensuring consistent and efficient sales processes and
World-Class Sales Kickoff Strategies: Sales Execution Tools, Revenue Forecasting, and Coaching
As we move into the new year, most sales teams are likely setting the stage for 2023 with sales kickoff meetings, also known as SKOs.
Dura Software acquires Revegy, a leader in Sales Optimization Software
Today marks an exciting milestone for Revegy. We are thrilled to announce that Revegy has been acquired by Dura Software as part of their portfolio
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
The Account-Based Experience: Find Your Sales, Marketing, & Customer Success Zen
In a mediocre world of B2B, every department works in a silo attempting to reach their own group goals. Sales is trying to close more
Are You Leaving Money on the Table?
What kind of money are you losing by not having the right people, processes, and technology in place? It could be up to 14% in
Navigating Buying Groups: How to Identify and Conquer
In the world of B2B sales, buying groups have become more complex and harder to navigate. The lay of the land seemingly changes at every
The Times, They Are a Changin’: Expanding Buying Groups
Gartner tells us that the average buying group is anywhere from 6-10 individuals (I’ve personally seen as many as 15 or 16 involved in a single decision) which is almost double what we’ve historically seen in enterprise sales just a decade ago.
Hit Your Sales Numbers Out of the Park
The spring season is upon us. Whether you’re a Braves fan (we miss you already, Freddie), a Dodgers fan (boooooo!), or you’re just watching because
Sales, Marketing, and Customer Success Walk into an ABX Bar…
ABX (Account-Based Everything) is the new buzzword around town. But is it really all it’s cracked up to be? Can these three very different functions
The State of Account-Based Sales Survey
We have entered an era of account-based everything. Fundamentally, account-based sales is a fancy term for getting to know your customers and leading with relevancy.
Industry-leading Software Automation Solution Improves Forecasting Accuracy 25% and Boosts Sales Velocity with Revegy
Using the Revegy platform, a $31M software automation organization improved forecast accuracy by 25% while reducing time to revenue realization by 20%. “One of the
End the March Madness by Fixing Your Forecast Bracket
It’s the March Madness forecast bracket! The seeding is done, you’ve done your research, your brackets are pristine, and you’re ready for the tournament. You’ve
[Demo] You Need a Sales Execution Platform: Here’s Step 2
Recently, we introduced a tiered approach to our platform offering. Based on the changes in a post-pandemic market, we realized the maturity of individual organizations’ sales
Stats Every Sales Leader Should Know for 2022
These days we are all driven by stats. It’s the only way to analyze sales performance, strategies for the future, and learn which tactics to drop if they aren’t working.
Independent Research Firm Releases New Tech Report: Account-Based Sales Technologies, Includes Revegy Sales Platform
Independent Research Firm Releases New Tech Report: Account-Based Sales Technologies, Includes Revegy Sales Platform Firms skilled in Account-Based Selling were nine times more likely to
Sales is Harder Today than Yesterday: Time to Join 2022
Over the past two years, we’ve heard it all—time to digitize, time to work in the remote world, time to get agile… and be prepared
[DEMO] You Need a Sales Execution Platform: Here’s Step 1
Recently, we introduced a tiered approach to our platform offering. Based on the changes in the market, we realized the maturity of individual organizations’ sales
Global Internet Security Organization Sees a 22% Increase in Win Rate with Revegy
The Challenge: A $2.9 Billion global online security firm built a customized sales methodology to drive growth for the future and an increase in win
3 Forecasting Tips to Achieve Your Revenue Goals in 2022
You can’t escape it. Forecasting is a must for any sales organization. When projecting 2021 revenue growth, you need to ensure your sales team’s forecast is accurate to ensure the company is budgeting properly.
[Whitepaper] Avoid Last-Minute Deal Disasters by Starting at the Beginning
In your account-based sales process, it frequently goes like this “Our Quote to Close Ratio is 30%, so if we improve our efficiency in getting
[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
Revegy Introduces New Pricing for Platform Offerings to Optimize Revenue Growth and Manage Key Accounts
Choose the Plan That Best Fits Your Sales Execution Maturity with Account-Based Sales Technology That Gives Your Team One Source of Truth. Atlanta, Ga –
[Webinar] Sales Coaching for Stronger Performance
We recently sat down with Matt Webb, Sales Productivity Specialist for Mentor Group, to discuss what a great coaching strategy looks like. We learned about
The Future of Account-Based Sales: Q&A featuring Forrester Principal Analyst, Seth Marrs
Successful sellers have a deep understanding of their accounts and use a variety of buying signals to find (and win) more opportunities. Account-based selling enables
Setting Sales Quotas for Sales Operations Leaders
Quotas are not a new idea to sales. In fact, Professor of Business at Harvard, Doug J. Chung, notes that “some of the basic theories [of sales force
The Future of Account-Based Sales [Webinar]
We recently held a webinar with guest speaker Seth Marrs, a Principal Analyst at Forrester, to pick his brain on the future of account-based sales
[eBook] A Buyer’s Guide for Account-Based Sales Solutions
These days buyers are more informed than ever. According to Gartner, B2B buyers do so much research upfront that when they are considering a purchase‚
[Whitepaper] Why Forecasting Is Still a Shot in the Dark
Forecasting needs to be forward-looking and predictive of what deals will close based on behaviors happening in real-time. Leaders commonly rely on CRM analytics to
Get Started with Account-Based Sales [Infographic]
We have entered an era of account-based everything. Fundamentally, account-based sales is a fancy term for GETTING TO KNOW YOUR CUSTOMERS and leading with relevancy.
The Sales Olympics: How to Win Gold with Account-Based Sales
Have you ever noticed the grace and finesse of the women’s gymnastics team? Have you ever wondered what kind of teamwork they put into planning,
The 9 Steps to Winning Sales: As Told by Indiana Jones
You have made hundreds if not thousands of sales in your lifetime. You’ve been through the process more times than you can count. The nuances
5 Tips to Boost Revenue Growth with Sales Acceleration
Your team can achieve sales acceleration if you effectively coach your teams on the right tactics and strategies. Even the most charismatic, fast-talker needs a few hints to engage with and earn a prospect’s trust.
A Snapshot of the Best Account Plan Ever [Infographic]
Account-based selling means leaning into your customers to identify growth potential and then working together so that you are both successful. The first step in succeeding with account-based sales motion is having a plan in place to add continuous value.
5 Tips to Turn Your Pipeline into Sales Generation
Sales pipeline management is the root of your sales process and strategy. Without consistent and habitual pipeline analytics, it is very likely you and your
[eBook] How to Build a Winning Account Plan
Many times, we find that key accounts are ripe with other/bigger opportunities. Whether you can cross-sell or upsell, maybe you have a chance to expand, or you’ve added some additional features that you know a current account would find beneficial. Whatever the opportunity, we’re willing to bet there’s something you haven’t run across yet. That’s where account planning comes in.
Fujitsu Increases Revenue, Accelerates Sales Velocity Using Revegy
Fujitsu Americas sees improvement in Sales, Margins; accelerates Sales Velocity with the aid of Revegy’s platform The Customer Fujitsu Americas is a wholly-owned subsidiary of
[Webinar] Eliminating Blind Spots: How Top Sales Leaders Succeed
There’s a saying: “Everybody knows one of those people. If you don’t, it’s probably you.” Don’t be that leader. Ask yourself, are you coaching your
5 Easy Ways to Improve Your Sales Execution Process [Infographic]
Are you a sales leader that has walked into an organization still using scripts and cold call lists? You are not alone! You know there
Revegy Announces Integration with Microsoft Dynamics 365 Available on Microsoft AppSource
ATLANTA, GA – MAY 17, 2021 – Revegy’s sales execution platform helps enhance sales performance by integrating with Microsoft Dynamics 365 to include visualization tools, playbooks,
Why CRM Shortcomings Are Still Strangling Sales
Ask any sales rep about his or her customer relationship management (CRM) platform and you’ll likely hear a lot of groaning.
Moving the Needle: Taking Your Sales Organization Beyond Ad Hoc [Webinar]
Like your children, maturity comes with time and nurture (and maybe some tears). The first step is to align your people and processes to form a discipline around sales execution. The second is the use of technology to enable a consistent, integrated approach.
5 Tactics When Your Team Isn’t Hitting Their Numbers
We understand the stress that sales leaders face every day – coaching, building reports, motivating, ensuring effective communication. We also know that the biggest pressure you face is to ensure your organization’s success by hitting your numbers.
One Team: How Everyone Wins a Complex Sale [Webinar]
Every successful salesperson in complex B2B sales excels at engaging the right people with the best information to close a deal. They’re on the buyers’
The Ultimate Guide to Sales Planning [eBook]
Cold calling and blanketed emails just don’t work anymore. Buyers expect a better, more personalized experience. The role of sales is to help the buyer solve a problem. Good news for sales organizations, because the result of a targeted sales planning approach is a smarter, more qualified buyer.
The Ultimate Guide to Sales Coaching: A fool-proof guide for sales coaching at all levels
Introduction Coaching your sales team is arguably the most important part of a sales leader’s job. Effective sales teams thrive under leaders that help guide
Forecast Accuracy: You Have Better Odds in Vegas
Sales forecasting can feel a lot like gambling in Vegas. A few statistics from a recent CSO Insights study suggest that you have better odds at winning in Vegas than at producing an accurate sales forecast.
Don’t Let Your 2021 Sales Kick-Off Go to Waste!
Is your sales team adopting the new technology/processes you’ve put in place? If you aren’t reinforcing training received in the Sales Kick-Off, then the answer is almost certainly ‘no.’
Intelligent Sales Forecasting [Webinar]
Do you dread the beginning of the quarter? That time when you know the executive team is going to start asking for your sales forecast? Right now, right here, we will validate your feelings about forecasting.
Mission Critical: Account Planning for the Year Ahead
In this session with Joe Monastiero, VP of Global Sales at Revegy, you will learn why sales planning is mission-critical in 2021 and come away with a proven framework for account and opportunity planning.
Revegy Hires Bill Donges as Chief Technology Officer
Revegy Hires Bill Donges as Chief Technology Officer Atlanta, Ga -1/27/2020- Revegy, the leading intelligent sales planning platform, is pleased to announce Bill Donges to
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.
How Relationship Maps Put the “R” Back Into CRM
In a webinar with Nancy Nardin of Smart Selling Tools, and Mark Kopcha, CEO of Revegy, discussed the importance of relationship intelligence and the relationship
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
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
Revegy Announces Leadership Additions to Accelerate Growth
Revegy, the leading customer revenue optimization platform, is proud to announce important updates to its executive leadership team. These leadership appointments are the next critical
How Fujitsu Unlocks Strategic Account Intelligence to Drive Revenue
Dale Mitchell, Head of Americas Sales Operations, Sales Enablement & Digital Transformation at Futjisu, enables his salesforce to win more deals by providing them with
How MarkLogic is Operationalizing their Strategic Account Planning Process with Revegy
Pat Gregory, Director of Sales Enablement at MarkLogic, and Nancy Nardin from Smart Selling Tools discuss how she drives alignment and increases the visibility of
3 Reasons You’re Losing Deals You Were Sure You’d Win
It’s the worst feeling ever, and the bigger and more high-profile the deal, the worse it feels! The stars were aligned. Your sponsor told you
Revegy Announces Success Enablement Alliances with Mentor Group and Brain Box
Revegy Announces Success Enablement Alliances with Mentor Group and Brain Box Atlanta-based sales and account planning company expands its network of strategic partnership alliances to
Revegy Named A Top Sales Tool of 2020 by Nancy Nardin
Revegy Named A Top Sales Tool of 2020 by Nancy Nardin This recognition distinguishes Revegy’s Account and Opportunity Management solutions in the Sales Enablement market
Fujitsu Unlocks Digital Transformation
Dale Mitchell, Head of Americas Sales Operations, Sales Enablement, & Digital Transformation, enables the Fujitsu salesforce to win more deals by providing them with effective
Developing Client Financial Insights
Developing client financial insights is one of the key skills that separates top performing sellers from all others. Yet, a recent survey by FinListics Solutions
Tailoring Your Sales Message
The average size of a buying group has gone from 5.4 stakeholders in 2014 to 10.0 in 2018 [footnote 1], which highlights the need to
How Well Do You Know Your Customers?
In the age of customer-centricity, B2B companies are fighting for a competitive advantage through strategic relationship building. By changing the dynamics between customer and provider,
Revegy Established as CRO Market Segment Leader
Revegy Established as Customer Revenue Optimization Market Segment Leader in 2019 ATLANTA, Ga. – Revegy, a leading customer revenue optimization platform provider for key account
Customer-First Account Planning featuring Siemens PLM
Siemens PLM makes Sales Orchestrators more efficient using Revegy’s account and opportunity tools. Revegy’s dynamic and collaborative platform provides a single source of truth, so Orchestrators and their teams spend less time getting on the same page and more time executing account plans. By changing the account planning game, Siemens PLM is doing even more to help their customers achieve their objectives.
Revegy Named A Top Sales Tools of 2019 by Nancy Nardin
Revegy Named A Top Sales Tools of 2019 by Nancy Nardin ATLANTA, Ga. – December 10, 2019 – Revegy, a leading provider of customer revenue
Revegy Reimagines Collaboration and Whitespace Mapping
Revegy Reimagines Collaboration and Whitespace Mapping New features in the Revegy account planning platform help leading companies drive revenue. ATLANTA, Ga. – October 21, 2019 –
4 Ways to Focus Your B2B Enterprise Sales Team
B2B enterprise sales in the modern world is no small feat. The complexity of deals – from multiple decision-makers to prolonged buying cycles – demands
Revegy Named “Hot Vendor” in Customer Revenue Optimization by Aragon Research
Revegy Named “Hot Vendor” in Customer Revenue Optimization by Aragon Research ATLANTA, Ga. – August 21, 2019 – Revegy, a leading provider of customer
Revegy and FinListics Partner
Sales enablement technology providers Revegy and FinListics have partnered to continue to expand market opportunities and increase the value delivered to their clients.
Revegy and FinListics Announce Partnership Alliance
Revegy and FinListics Announce Partnership Alliance Atlanta sales enablement companies aim to expand market opportunities and increase client satisfaction ATLANTA, Ga. – August 1,
Fujitsu Partners with Revegy to Streamline Account Planning Solutions in North America
Fujitsu Partners with Revegy to Streamline Account Planning Solutions in North America ATLANTA, Ga. – July 16, 2019 – Revegy, a leading provider of account
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
Your CRM Isn’t Built for Key Account Management
As you consider the right investments to enable your KAM teams to drive revenue (uncovering and winning immediate business) and long term strategic partnerships (creating
What Type of KAM Solution is Right for You?
Your Key Account Management (KAM) platform should provide a competitive advantage. The right solution will clearly demonstrate how you can co-create and plan jointly with
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
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
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
Bring Your Sales Methodology to Life
During SKO sessions, many companies roll out new sales methodologies and processes. Companies pay boatloads of money to provide their teams with proven selling methods
Video: Recommended Tool of the Week by Smart Selling Tools
In this short video, Nancy Nardin, founder of Smart Selling Tools, will discuss how Revegy helps you get, grow and retain deals from your large
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
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
Building an Enterprise of Challenger Sellers and Managers
Great Customer Service Does Not Lead to Customer Growth In today’s rapidly changing B2B sales landscape, sales organizations must evolve the way that they sell.
3 Powerful Ways to Bring the Challenger Sale to Life
The Challenger® Selling Model is based on the fact that Challenger™ sellers use disruptive insights to challenge customers’ assumptions and force them to think differently.
The Challenger Sales Guide to Engaging Mobilizers
To get the Challenger® Sales Model right, it is critical to identify and engage the stakeholders who matter most. In a recent blog post, we
The Ultimate Guide to the Challenger Sales Model
The hardest thing about winning deals in today’s B2B landscape is that buyers don’t need you the way that they used to. Ten years ago,
Strategic Account Management for Revenue Growth – Webinar Recap
In our latest webinar, Mark Levinson, VP & Group Director of Sales & Channel Services of SiriusDecisions, and Mark Kopcha, CEO of Revegy, came together
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
Anticipate Common Obstacles of the B2B Sales Journey
Navigating the Customer Journey in today’s Complex B2B Sales Environment The customer has become the centerpiece of today’s B2B sales landscape. The cornerstone of sales
Account Based Everything: Getting Past the Hype
We’ve all read the buzz around Account-Based Everything, but what does it really mean? What is Account-Based Everything (ABE)? ABE is a customer-centric strategy that
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
Customer-Centric Capabilities Drive Revenue Growth
In our previous blog post, we discussed how the overall B2B enterprise landscape has become more complex with more decision-makers and stakeholders involved, longer deal
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
Beyond the CRM – The Need for Specialized Technology
In our blog post, we addressed the problem that many sales enterprise teams are facing. To gain a better understanding of customers, many sales teams
KAM Enablement: Why CRM is Not Enough
To most sales leaders, it is no surprise that 80% of your business comes from only 20% of your key accounts. Chitra Iyer, Contributing Editor
Leveraging Customer Intelligence to Empower an Account-Based Sales Strategy
A successful account-based selling strategy requires one critical element most people aren’t talking about… What is the often missing ingredient? Check out this webcast replay featuring Nancy Nardin
Gain Visibility with Key Decision Makers
This is a guest post from Janice Mars, Principal and Founder at SalesLatitude. In working with different sales teams, I see a central theme emerge:
Should Pre-Sales be Involved in Account Planning?
It all depends on if your Pre-Sales people are strategic or tactical. In general, Pre-Sales people are the intersection of Product and Business expertise. This
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
Visibility, Focus and the Keys To Account Planning
You’ve heard it before, but it bears repeating: About 20 percent of your customers produce 80 percent of your sales. Despite hearing this over and
