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 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.

KEY TAKEAWAYS

[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.