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    Because sales don’t just happen.

    Revegy simplifies even the most complex sales situations— with visual tools that help you execute and win.

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    Your sales methodology fits here.

    Revegy can be easily configured to fit any sales process, team or geography.

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    Picture This.

    Our intelligent tools show you where to focus and take action—to wipe competitors off the map.

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Sales Effectiveness/Sales Enablement technology for CRM or SFA

Customer relationship management (CRM) and Sales Force Automation (SFA) platforms are all about recording the information about your customers and prospects. However they fall short when it comes to enabling teams to collaborate and sell more effectively, as they are essentially a ‘rear view mirror’ of what happened in the past. The concept of sales or account strategy and planning is one that escapes the modern SFA application. Keep Reading

Customer relationship management (CRM) and Sales Force Automation (SFA) platforms are all about recording the information about your customers and prospects. However they fall short when it comes to enabling teams to collaborate and sell more effectively, as they are essentially a ‘rear view mirror’ of what happened in the past. The concept of sales or account strategy and planning is one that escapes the modern SFA application.

Solutions for Opportunity Planning/ Opportunity Management / Deal Management

Selling complex business to business (b2b) solutions requires understanding client needs, aligning your solutions with the customer’s problems and developing messages to support value selling. On top of that there are politics, influence and relationships to manage and navigate, then there is the competition. You need a powerful sales strategy to differentiate from the competition, competitive techniques like battle cards and a sales plan to defeat them.

Research has shown that developing a dynamic sales process or methodology that has the best practices, methods, tools and actions aligned with the way your customers buy will significantly improve your win rate. In order for the sales process to be dynamic, it must flex to the different industries you serve, solutions you sell and the roles that by your solution.

In addition, selling solutions in todays’ complex, time-constrained world, it often takes a team to sell to the customer. In fact, the customer/buyer has a team as well. According to CSO Insights, there are 3 or more decision makers in the average evaluation, and 28% of evaluations have 5 or more decision makers. In this kind of complex selling environment, not only is sales strategy crucial, but a clear sales plan to enable executing as a team and collaborating with the buyer is the best technique for winning more opportunities.

Solutions for Sales Effectiveness / Sales Enablement

Sales effectiveness is about providing the right tools at the right time for each selling situation. Typically companies are implementing sales playbooks or sales portals/ sales knowledge management solutions to provide ‘Just in Time’ delivery of the appropriate collateral, presentations, ROI/TCO tools, eLearning, or other sales enablement tools developed by marketing or the dedicated field enablement organization. It is essential that these tools be context sensitive and proactively deliver the content to the sales team in order to save them time, and make sure they are equipped with the best possible tools in order to do battle with the competition and win the deal. Sales teams have very limited time and are loathe to be flooded with information – you are better served to deliver ‘bite sized’ messages and just a few, highly powerful sales tools, rather than flooding them with all the possible variations and possible sales collaterals.

Solutions for Strategic Account Management / Key Account Management / Account Planning / Relationship Management

The most successful companies know that it is much easier to sell to their existing customer, however they often take those customers for granted. Purchasing organizations have worked hard over the last decade to spend more money with fewer vendors. This has caused wallet share growth for those solution providers lucky enough to be part of the select few. However this also causes a higher degree of scrutiny by the customer. They see the very large sums spent with a single vendor or few vendors and are likely to evaluate the value they receive and wonder if they should renew their contract or switch providers.

In fact, according to the Strategic Account Management Association, during the most recent economic downturn, revenue from strategic or key accounts grew twice as fast (12% year over year) as with regular commercial accounts. Investing in a strategy or key account management program is a powerful sales strategy. Focusing on your best customers in order to improve revenue and margins, requires building a team that can collaborate across your business units and coordinate on a regional, national or global level with your customer. You must determine the key stakeholders with whom to build relationships, you must understand the business strategy of the customer, and you must align your team and resources with delivering the most value possible. Then you can build a multi-year plan to deliver value in the customers terms and generate predictable streams of revenue for your company.

This kind of approach to managing key or strategic customers drive deep loyalty based on the value you deliver. Too many companies are focused on ‘customer satisfaction’, however ‘satisfied’ customer leave in droves. Loyal customers, customers that see value in what you sell and deliver, customers that act as references are customers for life.

Solutions for Mobile Selling

Selling has always been a mobile activity, however with the launch of tablet pc’s and Apple’s iPad, there is finally a technology that can go with the sales team on the road. As the next great step in improving sales efficiency and effectiveness for your sales, account and channel teams, you can now provide the process and tools that help your sales teams in the field. You want your sales teams at their best when they are at the’ tip of the spear’ in front of the customer, so provide them with the best next steps in the moments before they walk into the customers office, then make it easy for them to capture the results of a sales call in the moments immediately after. Eliminate the barriers to collaboration internally and with your customers and prospects by providing ‘always on’ tools that drive sales success.

Revegy offers cloud-based solutions that integrate with most CRM/SFA provides, such as Salesforce.com, Microsoft Dynamics CRM and various Oracle CRM/SFA solutions. Sales don’t just happen, they begin with Revegy.

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