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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
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
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
Hit Your Sales Numbers Out of the Park
The spring season is upon us. Whether you’re a Braves fan (we miss you already, Freddie), a Dodgers fan (boooooo!), or you’re just watching because
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.
[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
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
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 –
Setting Sales Quotas for Sales Operations Leaders
Quotas are not a new idea to sales. In fact, Professor of Business at Harvard, Doug J. Chung, notes that “some of the basic theories [of sales force
[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‚
[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.
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
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.
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 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
Fujitsu Unlocks Digital Transformation
Dale Mitchell, Head of Americas Sales Operations, Sales Enablement, & Digital Transformation, enables the Fujitsu salesforce to win more deals by providing them with effective
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
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
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
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
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
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
