Our quick-reference guide for managing and participating in the Emissary program.
When you first start working with Emissary, your designated customer success manager will work with you to prioritize the companies you’re targeting for your work with an advisor. They will ask your for context on where you are in the account, current blockers, areas of opportunity and desired knowledge. This will help ensure that the advisor is the perfect person to help accelerate your traction in the account.
Emissary advisors are executive decision-makers that fit within the personas that you sell into (IT, Marketing, Finance, Procurement and Line of Business Leaders).
We compensate our advisors for their time. They turn to Emissary to access all the advantages of consulting without the headaches of billing and looking for new business,
Many of our advisors work with Emissary in order to network and keep up their knowledge about the IT and marketing vendor landscape. They find it’s rewarding to keep involved with their former employer by sparing them the pain of time-wasting sales pitches.
You can read more about our community of advisors on our blog.
The better we know your account priorities, the better advisors we can match. During onboarding, the Emissary Customer Success team will work with you to review best practices, Emissary Exchange platform access, and ensure that we understand your priority accounts.
BIWEEKLY ACCOUNT PLANNING
We will use biweekly check-in calls to report on progress with advisors and swap out new priority accounts.
When a new Sales Rep joins the Emissary program, they will work with their Customer Success Manager to determine their priority accounts and unique goals for each account. We measure the success of the Emissary program by tracking against these account-specific goals regularly,
We recommend that our customers using Salesforce implement an Emissary Engaged checkbox to track pipeline and revenue on each account. Here’s how to track the Emissary program in Salesforce.
Your conversation with your Emissary advisor will be shaped by your place in the sales cycle with the account. If you’re trying to break into a cold account, you will have a very different type of conversation than if you’re submitting a proposal, or heading into a POC.
Our module discussion questions can help you create your agenda based on your place in the sales cycle.
There are 5 things you can do to get the most out of your first call with an Emissary advisor. Infographic here.
1. Create an Account Plan
To help your advisor understand your account history, create a quick account plan that answers these questions:
- What’s your history with the account?
- What business unit or person are you targeting?
- Are you aware of any current opportunities?
- What are your obstacles to selling into the account?
2. Set Goals for the Call
What do you want to get out of your time with the advisor? Examples include:
- How does my product fit into the existing infrastructure?
- What’s the best person or business unit to connect with?
- How does the company culture impact buying?
- How is budget allocated? How will it change?
3. Write an Agenda
What do you want to cover in the 1st call? Example:
- Discuss account plan
- Engagement goals
- Next steps
4. Introduce Yourself
Reach out to your advisor via email and say hello. Include:
- A little bit about yourself.
- Your account plan
- 1st call agenda
5. Follow up
Send a thank you via email to thank the advisor and maintain your relationship. Include:
- Next steps and action items
- Dates for the next meeting
So you had a good first call with your Emissary advisor. Now what?
Here are some discussion topics for follow up calls and emails:
- Continue to provide your advisor updates on blockers, outreach, and traction you are making
- Refine your strategy and messaging – execute and iterate
- Continue to identify key decision makers, influencers, and champions
- Review and revise any marketing materials/pitch decks
If location and schedules permit for an in-person meeting, and your Emissary is open to it, feel free to coordinate at your convenience. Please note that Emissary does not cover any of those associated costs.
We also offer more specialized in-person meetings between you and Emissaries, which often require travel and additional partnership fees. If you are requesting something more specialized, please reach out to our team so we can coordinate.
Emissary Exchange Platform
To approve or reject an Emissary you’re responsible for, click on the name of the Emissary, then click on the buttons, Accept, Reject, or Skip For Now.
Click Emissaries to see all Emissary candidates your organization is responsible for reviewing.
To only see the Emissary candidates you’re responsible for approving, select Me from the Action By dropdown.
To only see Emissary candidates for a specific team, select the appropriate team from the Teams dropdown.
To only see Emissary candidates relevant for a particular seller, select the seller’s name from the Sellers dropdown.
Login to Emissary Exchange.
Click on the engagement for which you’d like to schedule a call.
Click Schedule a Call.
You can select up to 30 available time slots in the calendar view. Scroll down to confirm the call duration for each available time slot.
Click Confirm Times.
Your availability will be sent directly to your advisor for confirmation.
When your advisor proposes or accepts a time, you’ll be sent an email confirmation containing the dial in for your call. Here’s how to confirm the call.
Click Add to Calendar to confirm the meeting and add it to your Outlook, Apple, or Google Calendars.
Click Reschedule Call to propose a different time for the call
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