When I joined Emissary as Chief Revenue Officer in March, I was already a longtime fan of both the solution and the team. In fact, I’ve never taken a job that made more sense to me. From day one, I already felt like I’d been here for months. And in a way, I had. For more than a year before assuming the CRO role, I was an advisor for and a client of the company.
A colleague connected me to founder and CEO, David Hammer, when he was looking for advice on sales strategy and positioning. He was selling to CROs and needed to get a buyer’s perspective. As a career sales and revenue guy, I was well positioned to be a sounding board for him. When he explained his company’s mission to me — to help businesses sell smarter by connecting them with former executives who had extremely valuable institutional knowledge — it made too much sense. I knew the concept would be a game changer — it was a smart way to move deals through the pipeline quickly and efficiently.
I knew the concept would be a game changer-- it was a smart way to move deals through the pipeline quickly and efficiently.
But it wasn’t just the solution that caught my attention. I genuinely enjoyed spending time with the Emissary team at its office in Chinatown. One day, as David and I were talking, an Emissary sales rep interrupted us to report that Networked Insights had just signed on as a client. “That’s great,” I said, “because I’m scheduled to start there as CRO next week!”
My tenure at Networked Insights gave me the unique experience to see Emissary from the client side. But when I talked about Emissary to my colleagues, it surprised me learn that not everyone immediately grasped the value of this kind of intelligence - and the potential impact it has on a deal.
I also realized that my sellers had lots of questions about how it worked: Would Emissaries make introductions? Did they review pitch decks? What about email and communication strategy? I was in the unique position to offer answers about what to expect and advise the Emissary sales team on their positioning and client education.
I began my involvement with Emissary because I knew they were going to change the way sales organizations do business.
After a year at Networked Insights, I was ready to make another move. Emissary, meanwhile, had continued to grow, and I’d followed their progress closely. David and I met to go over how I might contribute to that progress in an even more meaningful way, and a formal position seemed right. So I signed on as CRO.
I began my involvement with Emissary because I knew they were going to change the way sales organizations do business. I stuck with them as a client because I saw the impact it had on our pipeline. Today, as CRO, I couldn’t be more excited be building a company that is radically changing the sales intelligence landscape.