Find sales execution strategies, best practices, guidance, and thought leadership from industry experts. Whether you’re interested in account-based sales strategies or real-world sales guides, this content library is available to forward-thinkers like you.
In today’s business world, strategic account management and account planning are key to using your marketing and sales resources wisely to increase sales. Unlike traditional
Download Our Comprehensive E-book Below and Embark on the Journey to Driving Success in 2023 and Beyond. Unlocking the Power of Account-Based Sales: Fuel Your
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.
“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
Account-based models achieve customer-centricity. Here’s the top 5 account management best practices to get your team in the right direction.
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
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 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
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
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.
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.
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
Dale Mitchell, Head of Americas Sales Operations, Sales Enablement & Digital Transformation at Futjisu, enables his salesforce to win more deals by providing them with
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
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.
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
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
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
In our latest webinar, Mark Levinson, VP & Group Director of Sales & Channel Services of SiriusDecisions, and Mark Kopcha, CEO of Revegy, came together
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
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
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
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
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