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: Marketing Technology, EmissaryoftheMonth

The Missing Piece in Your Social Selling Strategy

Posted by Chris Ceballos on August 13, 2018

 Eighty-four percent of C-Suite executives and 70 percent of B2B decision-makers now look to social media when making a purchasing decision. Cold-calling and blowing up inboxes will no longer cut it, so if you want to keep selling successfully, you need to adapt. Building a social selling strategy and incorporating it into your playbook can help you reach a new generation of buyers on their own terms and build the trust you need to win a sale—if you know the right decision-makers to target.

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Tags: Marketing Technology

Meet our Emissary of the Month: Eric Toda

Posted by Chris Ceballos on May 31, 2018

Source: Curalate

Eric Toda, former global head of social marketing and editorial content at Airbnb, is our Emissary of the Month for May. Eric recently took some time to sit down with us to discuss his work with Emissary, the biggest mistakes he's seen sales teams make, and the secret to success and happiness in both work and life.

 

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Tags: Marketing Technology, EmissaryoftheMonth

How to Read (And Win) the Room During a Pitch

Posted by Chris Ceballos on May 3, 2018

 

Your POC meets you at the elevator. After the standard handshake-and-hello, she guides you to the conference room—in which you find nine people. There were only four on the invitation, and you, of course, researched them thoroughly. So who are these people? What's their stake in what you're selling? And who's really making the buying decision here?

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Tags: Marketing Technology, Sales Intelligence

It's Time to Stop Freaking Out About Discounts & Trials

Posted by Chris Ceballos on May 1, 2018

 

You and your buyer are aligned on the big picture. You know your solution is a perfect fit for their organization—and they agree. But will the technicalities of pricing and discount negotiations sideline a potentially lucrative deal? We've seen it happen. A lot. Fortunately, it doesn't have to.

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Tags: Marketing Technology, Sales Intelligence

How to Build a Relationship with an Internal Advocate

Posted by Chris Ceballos on April 19, 2018

 

All your meetings have gone well. Everyone you talked to at your buyer's organization was really engaged. You asked good questions, and they gave great feedback. They really seemed to grasp how your particular solution could help their business.

But you didn't get the deal. There were lingering compatibility questions that your tech team took ages to address, and during that time, another vendor swooped in and won the business. But even if your tech team had moved faster, you wouldn't have won the deal. In fact, you were never going to win the deal for one simple reason: You didn't have an an internal advocate to carry the deal across the goal line.

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Tags: Marketing Technology, Sales Intelligence, Emissaries Speak

What MarTech Buyers Really Want from a Sales Pitch

Posted by Chris Ceballos on April 10, 2018

"Thanks for your time, but I don't think it's a fit for us."

Wait—what?

Why would your hottest prospect turn you down so quickly after your first meeting? You crushed it. You killed it. You knocked it out of the park. Your pre-sales research was solid, your deck was on-point, and your delivery was flawless. On top of all that, they seemed really into your solution. So what went wrong?

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Tags: Marketing Technology, Sales Intelligence, Emissaries Speak

You're Not Doing Enough Pre-Sales Research. Here's Why.

Posted by Chris Ceballos on April 5, 2018

 

This is it: your big enterprise sales pitch. You've spent hours crafting the slickest, most polished sales deck the world has ever seen.

You've got your best suit pressed and your shoes shined. Now it's time to present, and you've totally got this. You're a flew slides in, and everything seems to be going well until a senior stakeholder interrupts with a question:

"Does it integrate with Oracle?" Your answer, unfortunately, is "no."

"Oh," the stakeholder says. "If it doesn't integrate with Oracle, we can't use it."

All of the time and effort you put in — and all the money your company spent to get you out there — just went down the drain. You lost a major opportunity for good, and all because you didn't do the one most important thing when prepping a pitch: your homework.

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Tags: Marketing Technology, Sales Intelligence, Emissaries Speak

How to Spot -- and Win Over -- Your Account Influencers

Posted by Kelsey McGillis on June 13, 2017


Gone are the days of finding the one decision maker needed to close your deal. Today’s enterprise deals require you to identify at least five key players -- and they need to be impressed.

SaaS veteran and Vice President of Customer Success at Contently, Emilia Brad, gives tried and true tips on finding -- and winning over -- every account player in your sales cycle.

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Tags: Marketing Technology, Sales Intelligence

3 Crucial Answers You Need to Penetrate Top Accounts

Posted by Brad Frenier on May 1, 2017

Are you trying to penetrate a list of accounts? Without an account strategy for every prospect, you’re flying blind. Too often good meetings are wasted on bad pitches, because you’re not fully prepared or informed.

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Tags: Marketing Technology, Sales Intelligence

8 Do's and Don'ts When Selling to Big Brands

Posted by Kristin Djurdjulov on January 25, 2017

Kristin Djurdjulov, an Emissary and former Senior Director of Digital Marketing at 7-Eleven, gives a buyer’s perspective on what works when building direct brand relationships - and what really doesn’t:

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Tags: Marketing Technology, Sales Intelligence