Is Your Sales Comp Plan Motivating Your Team to Close?

Posted by Cyrus Woolard on October 3, 2018

In enterprise sales, not all compensation plans are created equal. When sales leaders get it wrong, they don't just risk losing their most valuable players. They're also gambling with decreased morale and additional turnover—not to mention lost revenue. The wrong comp plan can also impact your organization's ability to hire experienced sales professionals, meaning you may be setting yourself up to miss quotas for several quarters down the line. 

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Top Stories: The Week in Sales 10/3/2018

Posted by Daniel Broderick on October 2, 2018

There's more big martech merger news to kick off October, and we've scoured the web to bring you the best insights, sales tips, and thought leadership from some of the brightest minds in the industry.

Take a few minutes to absorb everything in our digest this week, and you'll be armed to tackle the week ahead. 

 

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Emissary of the Month: Ed Goldman

Posted by Cyrus Woolard on September 25, 2018

For more than 20 years, Ed Goldman has driven technology strategy at blue-chip enterprises like Boeing, Marriott, and, most recently, Intel, where he was Enterprise CTO of the company's Data Center Group. 

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Top Stories: The Week In Sales 9/26/18

Posted by Daniel Broderick on September 25, 2018

We’re gearing up for a busy Q4—kickstarted by the news that Adobe has purchased Marketo for $4.75 billion—as the brave new world of ABM continues to explore new frontiers. This week, we have sales tips for both your digital and in-person personas, what you should be looking for in your ABM platforms, and how important it is to personalize the customer experience.    

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The Dubious Value of Org Charts

Posted by Ryan Galloway on September 25, 2018

Meet Emma. Emma sells enterprise IT solutions to Fortune 500 companies, and she's got a long list of SQLs to grind through this quarter. Emma's optimistic—after all, there's clearly interest in her company's products, so all she needs to do is find the right decision-maker and suss out his or her pain points and make her pitch. So she heads over to her sales intel platform of choice and grabs a few org charts. 

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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 9/19/18

Posted by Daniel Broderick on September 19, 2018

Are you aware of what data you should be measuring in the brave new world of ABM? Do you know what qualities companies value when hiring new salespeople? And how is a great restaurant experience like a perfectly executed sales pitch? This week's Top Sales News from Emissary has all that and more.

 

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10 Account-Based Marketing Companies to Watch

Posted by Claire Bevan on September 19, 2018

With so many account-based marketing vendors out there, it can be hard to keep track of each platform's features, benefits, and shortcomings. Platforms evolve and change rapidly, meaning analyst reports from groups like Forrester are outdated before they even come out.

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5 Proven Strategies for Selling Cloud Solutions

Posted by Claire Bevan on September 11, 2018

When speaking with enterprise buyers about cloud solutions, chances are you hear the same questions coming up over and over again. What about compliance? What about security and risk? Does it come with any kind of guarantee? 

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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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Top Stories: The Week in Sales 9/5/2018

Posted by Daniel Broderick on September 5, 2018

Between calls, emails, meetings, and more calls, it's hard to make time for the latest news and thought leadership in enterprise sales. Fortunately, we've done the legwork for you and distilled the best from last week into this easy-to-read digest. Take a moment and catch up. Then get back to closing.  

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The Silent Quota Killer: Sales Rep Turnover

Posted by Bill McCool on September 5, 2018

When it comes to that quarterly sales report, there’s an awful lot sales manager can to do to move the needle. But what if we told you one of your best options has nothing to do with getting improved leads from marketing or bringing more maple bars to your kickoff meetings on Monday mornings?

We hate to be the one to break it to you, but your company’s turnover rate may be what's really killing your bottom line.

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The Executive Gig Economy

Posted by Nathan Gardner on August 30, 2018

The digital age has radically altered the employment landscape. The once standard 9 to 5 routine is going the way of the dinosaur. If you're a dog lover, or social media aficionado, or just really good at putting together Ikea furniture, there's a side hustle for you.

But what if you, a current CTO, spent the last 30 years building your career? What if you've recently left a lofty leadership position and aren't hungry for a new full-time gig, or are considering retirement but know you have more to offer? Is there a side hustle for proven leaders?

What would the "gig economy" look like for executives? We have a hunch. Read on. 

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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

Top Stories: The Week in Sales 8/28/2018

Posted by Daniel Broderick on August 28, 2018

If you missed the debut of Top Sales News, we shared some of last week's best and most useful sales stories. We've got even more this week, with some how-tos, updates, and best practices from sources we trust. It's a quick way to get caught up on what you missed while you were making it rain. 

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How Much Do Enterprise Salespeople Actually Make?

Posted by Ryan Galloway on August 21, 2018

How much do enterprise salespeople make? How much should you be making? What's the typical base sans commission in your industry? If you don't know, where can you go to find out?

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Top Stories: The Week in Sales 8/21/18

Posted by Ryan Galloway on August 21, 2018

We're voracious consumers of content around enterprise sales, and we'll pass the best of what we read along to you.

Welcome to the new Emissary Sales Digest, a weekly round-up of the most useful, insightful, and informative content out there—aside from what's already on our blog, that is.

Dig in.  

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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

How AI Will Change Enterprise Sales (and How it Won't)

Posted by Cyrus Woolard on August 13, 2018

It's not an exaggeration to say that artificial intelligence (AI) and automation pose existential threats to many professions—the number may be as high as 10 million, more jobs than were impacted by the Great Recession of 2008—and sales is no exception. In fact, Forrester predicts a million sales reps will be displaced by 2020.

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