Resource Center
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
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
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.
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.
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.
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.
[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
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 –
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
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
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,
[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.
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.
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.
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.’
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
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
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,
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.
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
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
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.
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
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
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
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
