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This week, our veteran enterprise buyers tell you how to start summer on a hot streak. They'll tell you how to establish the right internal advocates, why you're reading the room all wrong, and how pre-sales research turns warm leads into robust relationships.

Clutch Role of an Internal Advocate

The Clutch Role of an Internal Advocate

There are so many things that can go wrong in a long and drawn-out tech deal. That's why when questions about compatibility come up—or when other vendors try to swoop in and offer your prospect free trials and discounts—it's so vital for you to have an ally on the ground who can effectively advocate on your behalf. But who should it be? And how the heck do you build that relationship in the first place? In this blog, Fortune 500 tech buyers take you through the process step by step.

Reading time: 10 minutes

Why it's Time to Trash the Script

Our Emissaries have seen some pretty atrocious canned pitches in their day. That's why they told us that pitching effectively starts by trashing the script. You need to build a relationship based on actual needs and pain points, ask the right questions, read the room, and shift your focus. Ultimately, it's not knowing what you're selling—but who you're selling it to—that keeps audiences engaged.

Reading time: 6 minutes

Why Good Relationships Begin with Pre-Sales Research

B2B buyers are doing more and more independent research—and engaging with salespeople later in the buying cycle—than ever before. This means your prospect probably already has the skinny on your solution before you even connect, so you'd better research their organization inside and out. Our Emissaries explain why robust research is key for moving the chains and converting your leads to closed-wons.

Reading time: 5 minutes

Required Reading: The Ultimate Playbook On Selling Into Marketing

Want insights direct from Fortune 500 MarTech buyers? Of course you do. That's why we put together our Ultimate MarTech Playbook. In it, you'll find tons of useful info straight from the minds of marketing decision-makers at companies like Costco, Mercer, Cisco, GNC, and more. You'll learn how to get their attention, build relationships, navigate procurement, and close the deal with a successful transition. It's basically everything you need to know to hit your numbers this quarter—and every quarter.

Reading time: 30 minutes

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