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This week, our experienced enterprise buyers explain creative ways to get around those pesky gatekeepers in procurement, tell you what you can do when deals stall, and spill the beans on the worst sales pitches they've ever seen.


3 Atrocious Sales Pitches (Plus a Great One)

A bad sales pitch can do more than derail a deal. If it's bad enough, it might make you famous—and not in a good way. Read some examples of the worst sales pitches, and learn how to avoid making these costly mistakes the next time you're pitching.

Reading time: 6 minutes

Get Out Your Jumper Cables

Got a stalled deal in your pipeline? Let our Emissaries tell you how to get it moving again. It may require you to be honest about any potential shortcomings upfront. And then you'll probably have to get creative. But don't worry—we've got your back.

Reading time: 6 minutes

Get Past the Trolls in Procurement

Like death and taxes, IT gatekeepers are a fact of life for anyone trying to sell complex technology solutions to large enterprises. That's why it's vital to have an inside perspective on what levers you can pull to keep your deal moving. Will offering one of your team members help implement the solution make a difference, or is a change of leadership what's actually getting in the way? You need to prepare for procurement the right way—and well in advance—in order to speed the process along later.

Reading time: 5 minutes

Get The Ultimate IT Sales Playbook

What's really going on during each step in the IT sales process, at least from the buyer's perspective? To find out, we asked our Emissaries—all former IT buyers from companies like Merck, CVS, Kellogg’s, Johnson & Johnson, and more. We've compiled their answers in this must-read playbook, full of real-world, non-hypothetical tips for winning over the biggest enterprise IT departments.

Reading time: 30 minutes


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New York, NY, 10013, United States
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