This post is part 4 of a 5-part series on Customer Revenue Optimization and our Smart Account Planning process based on the Rootit® platform. Read the rest of the series. When salespeople monitor the performance of their accounts, they typically have a view on high-level metrics like revenue & margin increase. However, the link with the drivers of the initial account plan, designed to grow the customer, is completely out of sight. What is the progress on the defined actions?

This post is part 3 of a 5-part series on Customer Revenue Optimization and our Smart Account Planning process based on the Rootit® platform. Read the rest of the series. Gartner defines account planning as “the process of mapping out important details about a new prospect or existing customer, including information about their decision-making process, the companies you're competing with to close them and the overall strategy to win them over, retain and grow them.” This defi

This post is part 2 of a 5-part series on Customer Revenue Optimization and our Smart Account Planning process based on the Rootit® platform. Read the rest of the series. There are plenty of examples that well-implemented analytics programs deliver significant top- and bottom-line growth by guiding revenue teams to better decisions. However, at the same time, many companies struggle to get a qualitative data lake in place and benefit from revenue analytics. The temptation to

Customer revenue optimization (CRO) is changing the game for sales professionals by bringing the entire revenue team together through consistent strategy, methodology and technology to deliver more value to customers and ensure higher close rates. CRO automates and augments CRM data with insights and coaching to determine the right path to success in any given deal. How does CRO transform selling? 1. CRO provides repeatable processes Too often, sales teams face an inconsisten