Chris Ceballos

Recent Posts

How to Build a Relationship with an Internal Advocate

Posted by Chris Ceballos on April 19, 2018

 

All your meetings have gone well. Everyone you talked to at your buyer's organization was really engaged. You asked good questions, and they gave great feedback. They really seemed to grasp how your particular solution could help their business.

But you didn't get the deal. There were lingering compatibility questions that your tech team took ages to address, and during that time, another vendor swooped in and won the business. But even if your tech team had moved faster, you wouldn't have won the deal. In fact, you were never going to win the deal for one simple reason: You didn't have an an internal advocate to carry the deal across the goal line.

Read More

Tags: Marketing Technology, Sales Intelligence, Emissaries Speak

What MarTech Buyers Really Want from a Sales Pitch

Posted by Chris Ceballos on April 10, 2018

"Thanks for your time, but I don't think it's a fit for us."

Wait—what?

Why would your hottest prospect turn you down so quickly after your first meeting? You crushed it. You killed it. You knocked it out of the park. Your pre-sales research was solid, your deck was on-point, and your delivery was flawless. On top of all that, they seemed really into your solution. So what went wrong?

Read More

Tags: Marketing Technology, Sales Intelligence, Emissaries Speak

You're Not Doing Enough Pre-Sales Research. Here's Why.

Posted by Chris Ceballos on April 5, 2018

 

This is it: your big enterprise sales pitch. You've spent hours crafting the slickest, most polished sales deck the world has ever seen.

You've got your best suit pressed and your shoes shined. Now it's time to present, and you've totally got this. You're a flew slides in, and everything seems to be going well until a senior stakeholder interrupts with a question:

"Does it integrate with Oracle?" Your answer, unfortunately, is "no."

"Oh," the stakeholder says. "If it doesn't integrate with Oracle, we can't use it."

All of the time and effort you put in — and all the money your company spent to get you out there — just went down the drain. You lost a major opportunity for good, and all because you didn't do the one most important thing when prepping a pitch: your homework.

Read More

Tags: Marketing Technology, Sales Intelligence, Emissaries Speak