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 Emissary.io. Among the topics that David and I discuss are how to tap the knowledge of experts to help you win the complex sale, how Emissary.io 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. Emissary.io 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.
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More about David Hammer
What’s your most powerful sales attribute?
Simplicity. What we do is so clear and straightforward.
Who is your sales role model?
Nat Turner, entrepreneur, Co-Founder of Flatiron Health, and of Invite Media. Nat listens better than anybody I’ve ever met. He has an unbelievable ear. He never forgets a thing you say.
What’s one book that every salesperson should read?
The Righteous Mind: Why Good People Are Divided by Politics and Religion, by Jonathan Haidt. Understanding with empathy is a critical ability for sales.
What music is on your playlist right now?
Bon Iver, for mellow, Mastodon, for metal.
Contact David Hammer
Contact David: David@Emissary.io
Engagio’s Account Based Marketing and Sales platform enables teams to measure account engagement and orchestrate human connections at scale.
KiteDesk helps sales teams build predictable pipeline through smart software– A single screen with all the leads, email, and phone workflows for success.
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Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)