Meet our Emissary of the Month: Jim Fortner

Posted by Chris Ceballos on July 16, 2018

When you wake up in the morning and go to work, who do you talk to? That's the question our July Emissary of the Month, Jim Fortner, puts to CIOs looking for an edge. And after 28 years at Procter and Gamble (P&G), including stints as CTO and CIO, he’s built an impressive career by talking—talking to IT, talking to business leaders, and encouraging conversations between them to build the kind of cross-functional cohesion that businesses need to succeed in the digital age.

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Tags: Information Technology, EmissaryoftheMonth

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

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

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

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

How to Keep Procurement from Derailing Your Deal

Posted by Jason Compton on May 10, 2018

 

Tired of waiting for updates from procurement? We feel you. It's probably the hardest part of the sales process, and you have limited visibility into what's actually happening. But there's a pervasive misconception among sales teams that once a deal reaches the procurement stage, it's out of the salesperson's hands—but that's not the case at all.

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Tags: Sales Intelligence, Emissaries Speak, Information Technology

IT Sales has a Targeting Problem. Here's How to Fix It.

Posted by Jason Compton on April 18, 2018

 

With more than 15 people, on average, involved in enterprise IT purchases, Iarge and complex B2B buying centers can feel like minefields to salespeople today. Decisions get made by committee. There are an ever-increasing number of people in the room, representing 3.4 different functions on average—and each of them have their own priorities. Is it any wonder, in this context, that "save money"and "avoid risk" would become watchwords?

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Tags: Sales Intelligence, Emissaries Speak, Information Technology

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: Sales Intelligence, Emissaries Speak, Information Technology

The Next Phase of Emissary

Posted by David Hammer on November 14, 2017

A year ago at this time, we first unveiled Emissary to the world. It was a different, contrarian idea, making the case that in a world increasingly dominated by data, human insights and relationships still mattered.

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Tags: Emissary News, Information Technology