​Why Enterprise Sellers Should Care About ABM

Posted by Bill McCool on July 31, 2018

What if there was a way you could closely align sales and marketing so that both departments were deeply synchronized and working in concert with one another? You would probably say, “Yeah, right. Marketing hasn’t talked to Sales since 'Breaking Bad' went off the air.” But what if you could also get more value out of your marketing spend, increase account relevance, and drive revenue?

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Tags: Enterprise Software, Account-based Marketing

Where Sales Teams Suffer -- By the Numbers

Posted by Ryan Galloway on July 17, 2018

Enterprise sales in 2018 is a lot like rush hour on an NYC subway: it's noisy, it's crowded, and when it stalls, no one really knows what's going on. And just as the subways are getting worse, sales is getting harder. New competitors, changing priorities, more decision-makers, and the sheer amount of noise buyers have to sift through in order to find the right solution—all of these factors are making sales teams' jobs harder and harder.

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Tags: Enterprise Software, Sales Intelligence

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: Enterprise Software, Inside Look, Information Technology

How to Avoid Epic IT Sales Pitch Fails

Posted by Cyrus Woolard on May 14, 2018

Have you ever followed up with a prospect, only to be told that they're passing on your solution based on abstractions like "lack of cultural fit" or "lack of team alignment"? Huh? What gives?

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Tags: Enterprise Software, Emissaries Speak, Information Technology

3 Tactics IT Salespeople Need to Change in 2018

Posted by Nikole Guerra on March 22, 2018

Ready to storm into your next IT sales meeting and wow the room with a snazzy deck full of slides showcasing how great your product is? That's perfect—if you want to get laughed out of the room. If, on the other hand, you'd like your prospect to take you seriously and progress down the funnel, you should do exactly the opposite.

In the IT edition of our Ultimate Enterprise Sales Playbook series, we caught up with Emissaries from companies like Merck, Kellogg's, Johnson & Johnson, and CVS to find out what the right approach to sales looks like in 2018. These former IT decision makers all told us one thing: the days of product-pushing are over.

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Tags: Enterprise Software, Sales Intelligence

Women in Enterprise Tech: 8 Takeaways from Navigate '18

Posted by Shaina Shiwarski on March 2, 2018

The topic of women in the workplace has been a huge conversation in the past 6 months. The Time's Up movement and some of the resulting revelations have sparked a long overdue nationwide conversation about the challenges faced by women in the workplace. 

These conversations have created the opportunity for organizations to propel women forward in the professional world, removing stigmas and helping more women shatter the glass ceiling.

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Tags: Enterprise Software, Emissary News

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: Enterprise Software, Emissaries Speak

The Secret to Closing Deals with Your Large Prospects

Posted by David Hammer on February 7, 2017

Brian Burns, Host & Founder of top-ranked The Brutal Truth about Sales & Selling podcast, talks with Emissary Founder David Hammer on the biggest problems sellers face today, and his shortcut to selling:

 

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Tags: Enterprise Software, Emissary News, Sales Intelligence