Chris Ceballos

Recent Posts

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: Sales Intelligence, Emissaries Speak

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: Sales Intelligence, Information Technology

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: Marketing Technology, EmissaryoftheMonth

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: Marketing Technology, Sales Intelligence

It's Time to Stop Freaking Out About Discounts & Trials

Posted by Chris Ceballos on May 1, 2018

 

You and your buyer are aligned on the big picture. You know your solution is a perfect fit for their organization—and they agree. But will the technicalities of pricing and discount negotiations sideline a potentially lucrative deal? We've seen it happen. A lot. Fortunately, it doesn't have to.

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Tags: Marketing Technology, Sales Intelligence

Introducing our April Emissary of the Month: Ginnie Roeglin

Posted by Chris Ceballos on April 27, 2018

 

This April, we selected former Costco SVP of e-Commerce, Ginnie Roeglin, as our Emissary of the Month. As a former marketing executive at one of the hardest and most desirable organizations to sell into, Ginnie has been an invaluable resource in arming our clients with the tools they need to sell successfully.

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Tags: Sales Intelligence, EmissaryoftheMonth

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.

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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?

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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.

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Tags: Marketing Technology, Sales Intelligence, Emissaries Speak