3 Tips for Closing Your Next Pilot

Posted by Curt Clauss on October 17, 2018

At Emissary, we're firm believers in the value of pilots. Some revenue teams are wary of them, but we believe they build trust by giving clients a feel for what they're investing in. 

Pilots allow the customer to see real value immediately, thus shortening the sales cycle and building a relationship based on trust. And if you're honest and transparent during the sales process, you shouldn't have anything to worry about once the pilot runs its course and its time to sign a bigger deal.

We've learned a few key strategies for successfully selling pilots, and we're confident these will help you earn your next deal faster, easier, and with less hassle than going straight to the big sell.

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Top Stories: The Week in Sales 10/16/2018

Posted by Daniel Broderick on October 16, 2018

So much sales and marketing news, so little time. It's been a busy month so far in the world of revenue, but that's just the way we like it. Here's the best of last week's stories so you can catch up and get back to closing. 

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Win the Deal by Starting Small

Posted by Ryan Galloway on October 12, 2018

We all want to land the big one. We all want a high-five from the CRO and a standing ovation from our colleagues for saving the quarter by landing a last-minute whale. 

We all want a lot of things, but they may not always be what's best for us—or for our revenue teams. And sometimes, that includes landing the whale. After all, if old Ahab had had the sense to go after smaller, more attainable game than the fearsome Moby Dick, he could've walked away with his leg and his life. But he was so focused on landing the big one that he lost literally everything in the process.

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Beyond the Introduction: A Guide to an Emissary Engagement

Posted by Nathan Gardner on October 11, 2018

We get it.

When a salesperson is making a pitch, the clearest path forward is to begin a relationship with the decision-maker. A warm introduction saves time, saves energy, and comes with a built-in advocate.

But what if by thinking short-term and skipping straight to the inside track, a salesperson misses out on a massive opportunity to improve their sales process, learn more about their account's long-term potential, and win more deals?

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Tags: Emissary Newsletter

Emissary of the Month: Jodi Watson

Posted by Chris Ceballos on October 10, 2018

Photo: Sam Rose Phillips @samrosephillips

If you're selling into the marketing function, you should get to know Jodi Watson. With over 20 years of marketing leadership experience for organizations like Eddie Bauer, Williams Sonoma, and Petco—where she served as SVP/CMO—Jodi knows a thing or two about what it takes to sell to marketing execs.

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Top Stories: The Week in Sales 10/9/2018

Posted by Daniel Broderick on October 9, 2018

This week, we've got more stories that can help you start Q4 strong. From tips on improving your sales judgement to keeping your best sales talent and even strategies to encourage upsells and cross-sells, we've got the best sales and marketing content of the week, all in one place. 

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Field Marketing and Sales: How to Achieve a More Perfect Union

Posted by Chris Ceballos on October 4, 2018

No matter how you break it down, when sales and marketing are aligned everybody wins. Various studies have found that organizations that successfully align these two departments grew their revenues by 32 percent, increased customer retention rates by 38 percent, and achieved 27 percent faster profit growth over a three year period. And if you’re one of the many businesses now looking to incorporate an account-based marketing strategy into your arsenal, you’ll need this synergy even more.

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Is Your Sales Comp Plan Motivating Your Team to Close?

Posted by Cyrus Woolard on October 3, 2018

In enterprise sales, not all compensation plans are created equal. When sales leaders get it wrong, they don't just risk losing their most valuable players. They're also gambling with decreased morale and additional turnover—not to mention lost revenue. The wrong comp plan can also impact your organization's ability to hire experienced sales professionals, meaning you may be setting yourself up to miss quotas for several quarters down the line. 

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Top Stories: The Week in Sales 10/3/2018

Posted by Daniel Broderick on October 2, 2018

There's more big martech merger news to kick off October, and we've scoured the web to bring you the best insights, sales tips, and thought leadership from some of the brightest minds in the industry.

Take a few minutes to absorb everything in our digest this week, and you'll be armed to tackle the week ahead. 


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Emissary of the Month: Ed Goldman

Posted by Cyrus Woolard on September 25, 2018

For more than 20 years, Ed Goldman has driven technology strategy at blue-chip enterprises like Boeing, Marriott, and, most recently, Intel, where he was Enterprise CTO of the company's Data Center Group. 

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Top Stories: The Week In Sales 9/26/18

Posted by Daniel Broderick on September 25, 2018

We’re gearing up for a busy Q4—kickstarted by the news that Adobe has purchased Marketo for $4.75 billion—as the brave new world of ABM continues to explore new frontiers. This week, we have sales tips for both your digital and in-person personas, what you should be looking for in your ABM platforms, and how important it is to personalize the customer experience.    

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The Dubious Value of Org Charts

Posted by Ryan Galloway on September 25, 2018

Meet Emma. Emma sells enterprise IT solutions to Fortune 500 companies, and she's got a long list of SQLs to grind through this quarter. Emma's optimistic—after all, there's clearly interest in her company's products, so all she needs to do is find the right decision-maker and suss out his or her pain points and make her pitch. So she heads over to her sales intel platform of choice and grabs a few org charts. 

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How to Be the Seller Your Buyers Love

Posted by Chris Ceballos on September 19, 2018

Your buyers have needs. You have solutions. What could be simpler? Sure, procurement, data security, budgets, entrenched skepticism, and a host of other factors prevent sellers from closing deals, but one factor derails perhaps more deals than any other—the sellers themselves. Or rather, how today's buyers perceive sellers. 

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Top Stories: The Week In Sales 9/19/18

Posted by Daniel Broderick on September 19, 2018

Are you aware of what data you should be measuring in the brave new world of ABM? Do you know what qualities companies value when hiring new salespeople? And how is a great restaurant experience like a perfectly executed sales pitch? This week's Top Sales News from Emissary has all that and more.


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10 Account-Based Marketing Companies to Watch

Posted by Claire Bevan on September 19, 2018

With so many account-based marketing vendors out there, it can be hard to keep track of each platform's features, benefits, and shortcomings. Platforms evolve and change rapidly, meaning analyst reports from groups like Forrester are outdated before they even come out.

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5 Proven Strategies for Selling Cloud Solutions

Posted by Claire Bevan on September 11, 2018

When speaking with enterprise buyers about cloud solutions, chances are you hear the same questions coming up over and over again. What about compliance? What about security and risk? Does it come with any kind of guarantee? 

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Top Stories: The Week In Sales 9/11/18

Posted by Chris Ceballos on September 11, 2018

Do you know how many questions to ask in your next sales meeting with the C-suite? We do. Find out here, plus what not to say in your next email, the big SalesForce update you need to be aware of, and more. 

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Tags: Sales Intelligence

How Your Team Can Work Less and Win More

Posted by Chris Ceballos on September 7, 2018

The science is now definitive on this—Americans are overworked, and it’s taking a toll on our health and well-being. In a Gallup poll of over 10,000 full-time employees, nearly 50 percent of respondents reported that they usually work more than 40 hours a week, with 60 percent saying they work at least 50. It may not sound like much, but those extra hours can add up to big-time health issues down the line, with some studies even finding that working just a few extra hours a day can increase the chances of heart-related problems by a whopping 60 percent.

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Top Stories: The Week in Sales 9/5/2018

Posted by Daniel Broderick on September 5, 2018

Between calls, emails, meetings, and more calls, it's hard to make time for the latest news and thought leadership in enterprise sales. Fortunately, we've done the legwork for you and distilled the best from last week into this easy-to-read digest. Take a moment and catch up. Then get back to closing.  

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The Silent Quota Killer: Sales Rep Turnover

Posted by Bill McCool on September 5, 2018

When it comes to that quarterly sales report, there’s an awful lot sales manager can to do to move the needle. But what if we told you one of your best options has nothing to do with getting improved leads from marketing or bringing more maple bars to your kickoff meetings on Monday mornings?

We hate to be the one to break it to you, but your company’s turnover rate may be what's really killing your bottom line.

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