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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.
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
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
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
[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
[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.
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
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
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.
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
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
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
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
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
