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
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.
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.
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
[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
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
[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
[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‚
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
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
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
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.
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.
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.
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
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
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,
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,
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
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
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
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