Accelerate Podcast with Andy Paul
February 15, 2017

How to Use An Emissary to Help You Win the Enterprise Sale. With David Hammer. #382

Joining me on this episode of Accelerate! is my guest David Hammer, Founder and CEO of Among the topics that David and I discuss are how to tap the knowledge of experts to help you win the complex sale, how matches emissaries to sales organizations seeking enterprise insights, and today’s state of the art of complex sales methodology.


[1:12] Emissary is a platform to unlock people’s knowledge for sales.

[3:25] Emissary taps knowledge employees as emissaries and then matches them to sales organizations who can utilize the information to build relationships with stakeholders and win deals. Every emissary has direct knowledge of decision-makers.

[7:18] The Emissary program starts with a client that has an enterprise opportunity. matches emmissaries to the client’s opportunity.

[7:37] Individual emissaries provide intelligence and support throughout the course of the deal. They do not replace the sales professional.

[11:33] Emissaries are recruited and screened for their currency of knowledge.

[12:50] Andy recalls a multi-million deal where he could have used an emissary. The prospect was using them as a stalking-horse, to get a better price from the current vendor.

[15:25] Richard Ruff was the guest on Accelerate, Episode 114. David requotes Richard: “The key thing about account-based selling, is that it is resistant to traditional standardization. Every account is its own strategy; its own approach.”

[16:53] Sales automation and mechanization can hinder the art of selling. Andy sees a trend in 2017 of a return to a focus on the human element in selling. The science supports the art, but without the human art, the science is weak.

[26:14] David says emissaries provide valuable context for complex deals that sales can’t obtain on its own.


January 20, 2017

How to Build and Manage Distributed Sales Teams. With Bridget Gleason. #360

Welcome to another Front Line Friday with my very special guest, Bridget Gleason. On this week’s episode, Bridget and I discuss, among other topics, how she is hiring a sales team for her new position of V.P. of Sales at, how to accommodate account executives with relocation issues, and how complex sales need a complex infrastructure.


[3:04] Bridget’s new job of V.P. of Sales at has her looking for technical account executives in the Boston and
San Francisco areas. Her contact information is below!

[3:51] Bridget is, once again, setting up a sales organization from scratch. Challenge number one is time and geography. Her company is a startup, based in Tel Aviv, 10 hours ahead of San Francisco and seven hours ahead of Boston.

[4:56] Learning how to set up and manage distributed teams in a global market is something we will all have to learn to do well.

[7:53] The sales model Bridget is building, is an inside/hybrid role. There will be an SDR team, helping filter inbound and making outbound. There will be account executives, with some experience in SMB mid-market, looking to grow their careers.

[10:18] The biggest challenge of remote management is where people are located, vs. where they are needed.

[13:44] Great employees are requiring flexibility on where to live. Can they be accommodated and still cohere into a team?

[16:04] Bridget looks for people who are self-directed, motivated, smart, and curious, and who have integrity, that have some affinity for technology.

[17:10] Andy looks for big-picture ‘systems thinkers,’ for the kind of sales role under discussion. He looks at what they have done so far, and he asks them probing questions.

[20:26] In Bridget’s view, there is one team — not a U.S. team, and a Tel Aviv team. She looks for team-oriented people.

[22:03] Andy describes a $1B company that does not have a sales function. They have project teams that sell. That team mentality and cooperation are needed for complex deals.

January 4, 2017

How to Build a Team for the Complex Enterprise Sale. With Marcy Campbell. #346

Joining me on this episode of Accelerate! is my guest Marcy Campbell, Senior Vice President, Worldwide Sales & Business Development at Qubole. Qubole simplifies provisioning, management, and scaling of big data analytics workloads. Among the many topics that Marcy and I discuss are Marcy’s unique sales background, the challenges of selling a disruptive product in a competitive environment, the qualifications needed for complex tech sales, and reasons why there aren’t more women in tech sales today.

July 26, 2016

How to Break Through The Noise to Sell to CEOs. With Bill Stinnett. #210

Bill Stinnett is the President and Founder of Sales Excellence International, a global training and consulting organization and the author of Selling Results!: The Innovative System for Maximizing Sales by Helping Your Customers Achieve Their Business Goals. On this episode, Bill and I discuss how to effectively sell to CEOs and major accounts. Among the topics we discuss are Bill’s strategies for breaking through the noise and capturing the attention of CEOs and how to conduct an effective discovery call with C-level execs. Be sure to listen now!

April 22, 2016

On Accelerate! Now: Episode 140 with Bridget Gleason. Working the Complex Sale

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I talk about the complex enterprise sale. Listen in as we talk about many related topics including the following:

  • What is a complex sale?
  • How complex enterprise sales changed in the last 5 to -10 years.
  • How to sell complex business solutions to smaller enterprises.
  • How does the buyer’s perception of risk affect their decision making process?
  • How to identify all the players involved in the decision-making process.