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This week, our enterprise buyers show you what an effective transition looks like, how building better relationships can improve IT sales, and why procurement doesn't have to derail your deal.

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How to Keep Procurement from Derailing Your Deal

Look, we get it: procurement is the literal worst. It's a black box that you have no control over or insight into—or is it? Former enterprise buyers from Petco and GNC drop knowledge you can use to take a measure of control back from procurement and lead your deal through to a successful close.

Reading time: 4 minutes

Closing the Deal Doesn't Mean Your Job's Done

You get paid to get ink on a contract, so once a deal's done, it's time for you to focus on the rest of your pipeline, right? Not quite. Former decision-makers from Costco and Mercer told us that the worst thing a salesperson can do is disappear while the ink is still drying. We'll tell you why—and what you should do instead.

Reading time: 2 minutes

4 Ways to Build Great Relationships With IT Buyers

Still charging into each sales meeting with a pitch deck and a pocketful of canned responses? No wonder you're not closing. The pitch deck is rapidly going the way of the dinosaurs, and actual relationships are taking its place. Find out why you need to stop pitching and start thinking about what prospects actual pain points are and how your solution can solve them.

Reading time: 8 minutes

Must Read: The Ultimate Emissary MarTech Playbook

Want to supercharge your MarTech sales? Ready to learn how to craft smarter, more effective pitches and stop fumbling deals before they start? Our playbook features actionable advice from our former marketing execs at major enterprise companies who tell you what buyers want—and how to deliver it. This is real talk, gang.

Reading time: 30 minutes

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