Richard Sharp

Richard Sharp
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Recent Posts

Enterprise IT Sales: Identifying the Real Decision Maker

Posted by Richard Sharp on March 5, 2018

Emissary Founder David Hammer recently told a story about a client who had spent 9 months on a six-figure deal, and couldn’t understand what had gone wrong.

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Tags: Emissaries Speak, Sales Intelligence, Information Technology

4 Ways to Build Great Relationships With IT Buyers

Posted by Richard Sharp on February 13, 2018

Let’s face it – before you can land and expand, you’ve got to understand. This means doing the upfront research about the account you’re selling to and the contacts you’re speaking with before you go about aggressive outreach.

And even with a sea of databases, outside research and analyst reports available, it is difficult to discern exactly what’s most important.

Too often sellers charge head-first into a high-stakes sales effort without having insights into what the actual buyers within that organization want or need.

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Tags: Emissaries Speak, Enterprise Software