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.
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
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.
Globalization is a challenge facing all IT organizations - from startups to multinational corporations doing billions of dollars in revenue. If a vendor is looking to partner with a corporation doing business internationally (like Johnson & Johnson), they need a different approach than the typical IT sell.
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