We all know that staying aligned, building strong relationships, and making a real impact on revenue are key to success. At Revegy, we don’t just develop technology to help sales teams meet these goals—we use it ourselves to fine-tune and improve our own sales strategies.
In this article, we’ll give you an under the hood look at how we at Revegy leverage our own revenue intelligence platform to achieve success. By incorporating our tools into our daily routines, we simplify our strategies and set an example for best practices in the industry. This approach shows the real benefits of our platform, helping us connect more deeply with clients and drive significant revenue growth.
What Revegy Does
Revegy’s sales execution and revenue intelligence platform is a powerful tool designed to help sales teams stay organized and strategic. It integrates with existing systems like Salesforce and Dynamics, pulling in contacts and opportunities to provide a comprehensive view of each account. This integration ensures no duplication of work and allows salespeople to plan, visualize, and strategize effectively. With features like account health scores, relationship maps, and strategy maps, Revegy enables sales teams to see the way to win.
How We Use Revegy
Integrating with CRM
We integrate our platform with our CRM system, ensuring that all relevant data is accessible and up-to-date. This integration allows us to pull in contacts, opportunities, and other essential information directly from the CRM into our platform. By doing so, we avoid duplicating efforts and ensure that our sales team is always working with the most current data.
Visualizing Accounts and Setting Goals
When managing an account, our sales reps start by viewing the account overview section. The Hub is the main place they go to learn more about an account as it displays key contacts, notes, metrics such as account goals, opportunity summaries, revenue growth ideas, and anything that is critical to the account. By having a clear view of their objectives and current status, our reps can stay focused on their targets and develop strategies to achieve them.
Another important place in our sales team’s routine is the research tab. It allows us to highlight important information about accounts, such as notes and key contacts, making it easier for executives to get a quick overview. In the future, AI is going to pull in relevant news articles and updates, further enhancing the utility of this feature.
Monitoring Account Health
One of the main elements of the daily routine with Revegy is checking the account health score. This score is calculated based on three components: action score, relationship score, and scorecard. The action score considers past due tasks and progress on goals, the relationship score evaluates the quality of relationships within the account, and the scorecard involves answering critical questions about the account’s health. By monitoring these scores, our sales managers can quickly identify accounts that need attention and take action to improve them. This is a crucial element of the general sales strategy.
Implementing Playbooks
To ensure consistency and efficiency, we use playbooks within Revegy. These playbooks guide our sales reps through the account and opportunity planning process, providing step-by-step instructions and linking to relevant tools and resources. This structured approach ensures that even new team members can quickly get up to speed and contribute effectively. In the platform, users can assign team members to certain stages so they can all collaborate on a deal which later on translates into streamlined processes and higher efficiency. Moreover, this allows our leadership team to see exactly where we are in a specific deal at any given time.
Building Relationship Maps
Understanding who is involved in an account and opportunity and their roles is critical for success. Our relationship maps provide a clear visualization of key contacts, their relationships, and their influence. By regularly updating these maps and tracking interactions, our sales teams can identify gaps and opportunities to strengthen relationships with decision-makers and influencers. This gives them a clear direction in which they need to move forward.
Developing Strategy Maps
Strategy maps are another essential tool in our arsenal. They allow us to document our customers’ goals, the strategies they are using to achieve these goals, and how our solutions can help. By tying current opportunities and potential ideas to these goals, our sales reps can position Revegy as a strategic partner rather than just a vendor.
Leveraging Value Maps
Our sales team uses the Value Maps in the opportunity planning process to connect our solutions with what really matters to our clients. By aligning our offerings with their top priorities and needs, we have a better understanding of their current issues and show them the real value we bring to their business. This makes our business cases not just compelling but also highly relevant to their specific situation. It’s a powerful tool that helps us create strong, persuasive stories that resonate with clients and drive deals to close. With Value Maps, we’re able to focus on what our clients care about most, making our sales pitches more effective and impactful.
Identifying Whitespace
Whitespace maps help us identify areas within accounts where there are opportunities for growth. By visualizing the different buying centers and products, we can see where we have penetrated and where there is potential for new business. This insight is invaluable for planning targeted sales efforts and maximizing revenue from each account.
Continuous Improvement with Time Series Data
One of the unique features of Revegy is the ability to track changes over time with time series data. This allows us to see how account health scores, relationship statuses, and other key metrics evolve. By analyzing this historical data, we can understand what actions have led to positive changes and apply those insights to other accounts.
Encouraging Collaboration
Collaboration is at the heart of our sales process. Within Revegy, we have the ability to assign tasks, share insights, and communicate directly on accounts. This ensures that everyone involved in an account is aligned and working towards the same goals. By fostering collaboration, we can leverage the collective expertise of our team to drive better outcomes for our clients.
Comprehensive Account Plans
Ultimately, all of these tools and features come together in comprehensive account plans. These plans provide a detailed overview of each account, including goals, opportunities, strategies, and risks. During quarterly account reviews, our sales reps use these plans to present their progress and discuss the next steps with management. By having a living document that evolves with the account, we can ensure that our strategies are always relevant and up-to-date. In order to make the review process even easier, we create executive briefings and export them as a one-page document, so our leadership team has all the needed information in one place.
Pre-Event Preparation
Attending various industry events is a key element of our sales team’s strategy, and thorough preparation is crucial to the overall success of participating in an event. Before any conference or trade show, our sales representatives conduct research on prospects to understand their challenges, company structure, and the best approach strategy. This preparation includes building a relationship map of the people we will be meeting with, enabling us to speak to their specific roles and responsibilities and form hypotheses about their organizational structure. Additionally, we create value maps based on similar customers we have worked with, highlighting the impact our platform, Revegy, has had on their sales teams. Finally, we build out a joint action plan with the goal of securing a meeting following the conference if it is a good fit. Thanks to this comprehensive approach, we can make the most of our event attendance and continue to drive more sales.
Conclusion
At Revegy, we practice what we preach. By using our own revenue intelligence platform, we can stay aligned, deepen relationships, and drive measurable impact on revenue. Our platform provides the tools and insights needed to navigate complex sales processes and achieve success in our most important accounts. Whether you’re looking to streamline your sales efforts or gain a strategic edge, Revegy offers the visibility and intelligence you need to see the way to win. Schedule a demo with us to learn more about Revegy’s possibilities.
