As a new data management solution in a highly competitive market, Reltio’s sales team needed an edge over larger, more well-known solutions. To do that effectively, they needed to understand the unique business challenges and influencer motivations for their top accounts. But hiring one-off consultations for industry and sales expertise wasn’t giving them the account-specific insights they needed. They knew they had to find a better way to find this intelligence that would impact their deals and how to overcome objections in sales.
Reltio sellers leveraged Emissaries — former executives of their biggest accounts — to get the inside scoop on these organizations. From these relationships, they got relevant and specific insights, from real pain points to personalities of key players involved in the deal. With Emissary, Reltio’s sellers can map out the unique operational pain points and objectives to help them navigate their deals quickly and effectively.
Emissary helped Reltio’s sellers map out the unique operational pain points and how to overcome objections in sales to help them navigate their deals quickly and effectively.
Need help in figuring out how to overcome objections in sales?
Selling to enterprise and having the right sales account strategy can be a struggle. Emissary’s advisor network can help you gain valuable insights into your target accounts and develop the right strategy. Contact us today to get started or call us at (646) 776-0510 to discuss your business needs.