In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers.
See the Way to Win with Key Accounts
NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION?
Mark: Revegy’s mission is to help companies secure and grow revenue in their most important accounts by:
- Providing easy to use visual tools to understand the many stakeholders and their priorities
- Enabling a truly collaborative team environment
- Focusing on only the elements that drive clear value for each person
NANCY: WHAT ARE THE TOP 3 THINGS YOUR SOLUTION ALLOWS SALESPEOPLE TO DO BETTER, OR FASTER THAN THEY CAN TODAY?
Mark: To effectively manage your most important accounts your focus must be on these core tenants:
- See the people – identifying the key stakeholders and the needed relationships
- See the priorities – understanding what your client needs to succeed
- See the progress – knowing where the client is on their journey to success and how you are helping them
NANCY: DESCRIBE THE FIRST 30 DAYS AFTER A COMPANY PURCHASES YOUR SOLUTION.
Mark: Typically, within the first 30 days the solution is configured, users are trained, and individuals are creating maps of the people at their accounts and collaborating with their teams on how to develop required relationships.
NANCY: HOW HAVE COMPANIES DETERMINED THE ROI OF YOUR SOLUTION?
Mark: Our customer’s determine ROI by measuring:
- Newly identified revenue within existing accounts
- Revenue retention
- Time savings
- Improved time to close
- Deal size
NANCY: WHAT SHOULD COMPANIES DO TO ENSURE THE SUCCESS OF YOUR SOLUTION?
Mark: Ensure everyone involved in the program understands why the program is in place, how it will help them, and what is needed to achieve success. Everyone must invest in the program especially the management team, from senior leadership to line managers.
Make the program part of your operational cadence, use it to monitor the health of your accounts and key deals, and to enable more effective coaching.
NANCY: WHAT ARE SOME GOOD RESOURCES IF SOMEONE WANTED TO LEARN WHAT QUESTIONS TO ASK, WHAT OTHERS ARE DOING, AND PURCHASE CONSIDERATIONS?
Mark: I would suggest the following 2 resources:
NANCY: WHO BENEFITS MOST FROM YOUR SOLUTION?
Mark: Companies with $100 million in revenue of more. Sales organizations with complex account management programs, typically distributed sales channels (globally) with long sales cycles, selling a solution involving multiple stakeholders. And Account Managers not getting value from the traditional sales tools they have used in the past.