Sales Leaders

Emissary is a not just a sales tool — it’s a network extender to help one penetrate an account and network that there is no other way to penetrate. It’s like having a friend in an account who is going to introduce you to an executive.

[No sales tool] can trump talking to someone who has lived and breathed the account from the inside….and even better yet is willing to make introductions. That’s what folks in my role beg for. If someone says they don’t have time for Emissary, they don’t understand it.

We only get so much air time with prospects, to learn what might be helpful to them. We have to be very specific in what our messaging is, how we’re delivering it, and to whom we’re delivering it. Emissary gives us that.

When I shared my forecast of what we’d save [my account] over our competitor, the team went silent and I could see them texting each other. I knew exactly how to frame it.

Learning specific pain points of specific teams allow me to position [my product]. Now with empathy I can engage what they might think are unsolvable issues…that risk revenue and consume their team’s time and effort….It goes to the business value and I can’t get that from ChatGPT.

The Emissary conversation was the equivalent of 10 discovery calls.

Emissary revealed exactly what threshold were for budget approvals, helping us appropriately size the deal. At the end stage of our proposal Emissary guided us to reduce TCV [3%], meaning we didn’t need higher-up approvals and closed within weeks.

In [my strategic account] you’re supposed to stick to your assigned Procurement Specialist. But Emissary revealed to me that there is a totally separate fast track for up and coming technology partners, which they facilitated an intro to. That circumvented months in a slow and cumbersome procurement process….I’d been working this account for 10+ years and never knew this was an option.

That Emissary engagement was how I discovered and then closed a $1.5M opportunity. It was because we had that quality insight about how to position our product and with whom within the company. It worked flawlessly.

Emissary really helped us identify where to sell within the account, who we should target specifically in each Line of Business and provided some insights into messaging that would land with current internal initiatives. Huge value. 

He helped me understand the main initiatives – for IT and business – in which we can bring value,  the customer pains and how our solutions can engage to solve them.

The Emissary call led to us closing a $620k deal. Our Emissary was phenomenal with his insights and what he was willing to share.