See the Way to Win with Key Accounts In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Read More
The current economic expansion is long by historical standards, and thus the risk of recession rises with each passing month. Recessions catch many companies by surprise, with predictable results. In the 2001 recession, total sales for the S&P 500 declined by 9% from its pre-recession peak to its... Read More
The eBook below outlines why companies are struggling to capitalize on the huge potential within their largest accounts, and why a key account management (KAM) enablement strategy may not be enough. Get the eBook
A recent industry survey reported that improving account planning from “poor” to “good” resulted in a 41% increase in win rates. Most B2B sales organizations don’t have an effective account planning process – and actually rely on PowerPoint, Word and spreadsheets as their primary planning tools. Download this... Download Template
Forecast Accuracy must be built on a foundation of outcome-based processes. This easy to understand checklist guides you through the identification of processes, stages, tools and metrics needed to bring truth to your forecast. Download Checklist
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). A recently published interview with Mark Kopcha, Revegy's President and CEO, discusses Revegy and how a customer-centric Read More
In working with different sales teams, I see a central theme emerge: how you look at key relationships at the account level can be very different than you do at the opportunity level. Why is it important gain visibility with key decision makers and influencers? Take a look... Read More
Since using Revegy my base pipeline has increased by 10%.
Leveraging Revegy.. is helping us uncover larger, more strategic opportunities...
From Oct. 18—20, the CEB Sales and Marketing Summit was held in Las Vegas, Nevada. The event featured various workshops designed to help sales leaders understand changes in the way customers buy and tactics to adapt to these changes. During the Summit, Revegy joined Keith Hartley, VP of...
If your key accounts are the heartbeat of your business, you’re not alone: Most B2B companies attribute about 80 percent of their revenue to just 20 percent of their customers. It’s in your company’s best interest to know these customers well. But while you know who these accounts... Learn More
In this brief, SiriusDecisions shares their observations on the most common reasons b-to-b organizations struggle to make their large accounts that much larger. The obstacles can be broken down into three macro categories: sales, process and corporate. Read the Research Brief
Too many reps rely on discounts to get deals over the finish line. This results in reduced margins (and commissions) and can easily be avoided by starting with the end in mind. Buyers are more saavy and educated – but this doesn’t mean that reps need to be... Read the Research Brief
In this short video, Nancy Nardin, founder of Smart Selling Tools, will discuss how Revegy helps you get, grow and retain large accounts. Watch Here
Ask any sales rep about his or her customer relationship management (CRM) platform and you’ll likely hear a lot of groaning. It’s no secret that many companies are struggling to realize their returns on investment (ROI) in any quantifiable fashion, meaning companies are spending a significant amount of... Read More
Managers... now visually see where the gaps are and create a detailed action plan moving forward.
With the constantly evolving landscape in B2B sales, relying on methodologies, training programs and SFA systems to drive sales effectiveness often falls short in reinforcing value selling behaviors. With the number of decision makers increasing and sales cycles getting more involved, enterprise sales organizations are struggling with how... Download Datasheet
