Chris Ceballos

Recent Posts

Emissary of the Month: Jodi Watson

Posted by Chris Ceballos on October 10, 2018

Photo: Sam Rose Phillips @samrosephillips

If you're selling into the marketing function, you should get to know Jodi Watson. With over 20 years of marketing leadership experience for organizations like Eddie Bauer, Williams Sonoma, and Petco—where she served as SVP/CMO—Jodi knows a thing or two about what it takes to sell to marketing execs.

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Field Marketing and Sales: How to Achieve a More Perfect Union

Posted by Chris Ceballos on October 4, 2018

No matter how you break it down, when sales and marketing are aligned everybody wins. Various studies have found that organizations that successfully align these two departments grew their revenues by 32 percent, increased customer retention rates by 38 percent, and achieved 27 percent faster profit growth over a three year period. And if you’re one of the many businesses now looking to incorporate an account-based marketing strategy into your arsenal, you’ll need this synergy even more.

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How to Be the Seller Your Buyers Love

Posted by Chris Ceballos on September 19, 2018

Your buyers have needs. You have solutions. What could be simpler? Sure, procurement, data security, budgets, entrenched skepticism, and a host of other factors prevent sellers from closing deals, but one factor derails perhaps more deals than any other—the sellers themselves. Or rather, how today's buyers perceive sellers. 

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Top Stories: The Week In Sales 9/11/18

Posted by Chris Ceballos on September 11, 2018

Do you know how many questions to ask in your next sales meeting with the C-suite? We do. Find out here, plus what not to say in your next email, the big SalesForce update you need to be aware of, and more. 

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Tags: Sales Intelligence

How Your Team Can Work Less and Win More

Posted by Chris Ceballos on September 7, 2018

The science is now definitive on this—Americans are overworked, and it’s taking a toll on our health and well-being. In a Gallup poll of over 10,000 full-time employees, nearly 50 percent of respondents reported that they usually work more than 40 hours a week, with 60 percent saying they work at least 50. It may not sound like much, but those extra hours can add up to big-time health issues down the line, with some studies even finding that working just a few extra hours a day can increase the chances of heart-related problems by a whopping 60 percent.

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How to Use Conferences to Pump Up Your Pipeline

Posted by Chris Ceballos on August 28, 2018

 

It’s conference time, and you’re ready to go. Time to cruise around booths and pack your pipeline with hot new leads. But what do you bring? A box of branded tchotchkes and a single rehearsed-to-death pitch? Sure, everyone likes a hoodie or a nice notebook, but they won't turn prospects into genuine leads. You need an actual strategy.

If you plan in advance and have genuine insight into what your prospects want and need, your efforts on the ground will be much more fruitful. Here’s how to do it.

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Tags: Sales Intelligence

Meet Our Emissary of the Month: Thomas Martin

Posted by Chris Ceballos on August 17, 2018

This month, we caught up with Thomas Martin, former CIO of GE Oil & Gas and VP of application transformation at GE Digital, to learn a little more about a career that began in the trenches as an engineer servicing nuclear reactors and ended as an IT leader at one of the world's largest organizations.

Here he shares some of the wisdom he's accrued over the years and how sales teams can more effectively sell into enterprise organizations.

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Tags: EmissaryoftheMonth, Marketing Technology

The Missing Piece in Your Social Selling Strategy

Posted by Chris Ceballos on August 13, 2018

 Eighty-four percent of C-Suite executives and 70 percent of B2B decision-makers now look to social media when making a purchasing decision. Cold-calling and blowing up inboxes will no longer cut it, so if you want to keep selling successfully, you need to adapt. Building a social selling strategy and incorporating it into your playbook can help you reach a new generation of buyers on their own terms and build the trust you need to win a sale—if you know the right decision-makers to target.

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Tags: Marketing Technology

How to Be the Signal—and Not the Noise

Posted by Chris Ceballos on July 31, 2018

Enterprise sales is a crowded space—especially when it comes to MarTech or IT—with more and more vendors throwing their hats into the ring each year. Competition isn’t going anywhere, so if you want your solution to stand out, you need to go the extra mile to get noticed.

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Tags: Sales Intelligence

How to Actually Use Your Sales Intelligence Data

Posted by Chris Ceballos on July 24, 2018

 

You've gone and bought lumber, bricks, mortar, drywall, and everything else you might need to build the house of your dreams. You've even hired a builder to put them all together. Easy, right? After all, you have all the pieces of a house. But there's just one problem — you don't have a house plan.

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Tags: Sales Intelligence

How to Get the Sales Intelligence Tools You Need to Win

Posted by Chris Ceballos on July 24, 2018

For complex enterprise sales, knowledge is power. Having slivers of insight on your side, like a prospect's pain points and who really calls the shots (and do they like ribs?) can be the final pieces of the puzzle that win you business.

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Tags: Sales Intelligence

Meet our Emissary of the Month: Jim Fortner

Posted by Chris Ceballos on July 16, 2018

When you wake up in the morning and go to work, who do you talk to? That's the question our July Emissary of the Month, Jim Fortner, puts to CIOs looking for an edge. And after 28 years at Procter and Gamble (P&G), including stints as CTO and CIO, he’s built an impressive career by talking—talking to IT, talking to business leaders, and encouraging conversations between them to build the kind of cross-functional cohesion that businesses need to succeed in the digital age.

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Tags: EmissaryoftheMonth, Information Technology

Why the Road to Closed-Won Starts With Smart Pricing

Posted by Chris Ceballos on July 9, 2018

 

In the past, our leading IT-buying Emissaries have told you why you should stop freaking out about pricing, discounts, and trials. But with so much riding on a subject as delicate as pricing, we knew there was more to say. This time around, some of our most sought-after Emissaries tell you how you can set expectations to make these discussions easier and smooth your path to closed-won.

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Tags: Emissaries Speak

The Special Sauce: How Inside Insights Led to Over $25M in New Business

Posted by Chris Ceballos on June 26, 2018

 

 

Noted sales guru Jeffrey Gitomer once wrote: “There’s no lotion or potion that will make sales faster and easier for you—unless your potion is hard work.” Sure, hard work is important, but we've found something that can make sales both faster and easier .

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Tags: Inside Look, Enterprise Software, Information Technology

3 Atrocious Sales Pitches (Plus a Great One)

Posted by Chris Ceballos on June 12, 2018

 

Like 50 Cent's legendarily off-target first pitch, a bad sales pitch isn't something you'll live down easily. It's going to close the door on that client for your company for years to come. It's also going to live in the stakeholders' memories well after they move on to other organizations.And if it's bad enough, they're probably going to laugh at you. Sure, a lack of consensus or the inability to navigate procurement effectively can derail a deal—as can any number of other factors—but nothing's quite as critical as nailing that first touchpoint. 

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Tags: Emissaries Speak, Sales Intelligence

3 Strategies for Jumpstarting Stalled Deals

Posted by Chris Ceballos on June 4, 2018

When sales cycles drag on, as they often do, it can be a real test of patience. At some point, whether your product is stuck in procurement or the subject of a continuously rescheduled meeting between decision-makers, you want an answer—even if it's negative—to at least put you out of your misery and allow you to move on.

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Tags: Information Technology, Sales Intelligence

Meet our Emissary of the Month: Eric Toda

Posted by Chris Ceballos on May 31, 2018

Source: Curalate

Eric Toda, former global head of social marketing and editorial content at Airbnb, is our Emissary of the Month for May. Eric recently took some time to sit down with us to discuss his work with Emissary, the biggest mistakes he's seen sales teams make, and the secret to success and happiness in both work and life.

 

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Tags: EmissaryoftheMonth, Marketing Technology

Huddle Up: Building Consensus for Better IT Sales

Posted by Chris Ceballos on May 24, 2018

You may think you're wining, dining, and wooing everyone there is to woo, but with as many as seven people involved in B2B buying decisions today, chances are there are other, more influential decision-makers who aren't getting a seat at your table.

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Tags: Sales Intelligence, Information Technology

Closing the Deal Doesn't Mean Your Job's Done

Posted by Chris Ceballos on May 7, 2018

 

At long last, you closed the deal. You fist-bumped your buddy and added it to your quarterly totals. Time to ride off into the sunset and let the accounts team handle the rest. After all, your job is getting ink on paper, right?

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Tags: Sales Intelligence, Emissaries Speak

How to Read (And Win) the Room During a Pitch

Posted by Chris Ceballos on May 3, 2018

 

Your POC meets you at the elevator. After the standard handshake-and-hello, she guides you to the conference room—in which you find nine people. There were only four on the invitation, and you, of course, researched them thoroughly. So who are these people? What's their stake in what you're selling? And who's really making the buying decision here?

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Tags: Sales Intelligence, Marketing Technology