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This week, our enterprise buyers have everything you need to master the sales cycle—from room-reading tactics to help improve your pitch to strategies for avoiding pricing hiccups down the line. They even told us a little bit about themselves, too.

Emissary Enterprise Sales Weekly

 

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

Do your deals crash and burn when pricing comes up? You might be afraid of scaring buyers away with frank discussions about costs, but our Emissaries said they welcome it—and it can even lead to better outcomes down the line. Here’s how to talk pricing, plus how to handle requests for customizations, discounts, and trials to keep the ball rolling.

Reading time: 5 minutes

How to Read the Room for a More Engaging Pitch

We appreciate the occasional slide and well-placed pie chart as much as the next guy, but if you really want your pitch to resonate, it's time to ditch the deck. In this blog, our Emissaries give you the lowdown on how to increase audience engagement during your pitch and why reading the room (instead of slides) can transform your meeting from a rote recital of features into a more engaging conversation between you and your prospect.

Reading time: 3 minutes

Why Taking on the Tough Jobs Can Take You Far

Last week, we gave you tips from our Emissaries about how to prepare for and deliver a pitch for the big win. But who exactly are these mysterious marketing gurus giving you such great insight? Meet Ginnie Roeglin, former SVP of e-commerce at Costco and our first Emissary of the Month. Recently, we caught up with her to hear more about her rise to the top, her advice for a successful career, and what makes selling into Costco so challenging.

Reading time: 8 minutes

Required Reading: The Ultimate Enterprise IT Sales Playbook

We believe the best way to learn how to sell is to speak to actual buyers. That’s why for this free guide we’ve pulled together former senior IT executives from companies like Merck, CVS, Kellogg’s, Johnson & Johnson and more to provide real-world, non-hypothetical tips for winning over the biggest enterprise IT departments.

Reading time: 30 minutes

 

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