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All Blogs
Coaching a Sales Team through Uncertainty
28 Ways to Drive (not Hope) for H2 Sales Success
Two Tech Sales Stats to Make Your Day …and Two That’ll Make You Cringe
How Sales Leaders Can “Out-VUCA” Poor Selling Conditions
6 Missteps in Security Sales: and What CISOs Want You To Do Instead
Survey Report: The CISO Role in Tech Purchasing Decisions
Emissary’s Sales Intelligence Platform Accelerates Success
Business Services & Transportation Industry Trends: How to Close the Deal
The Complete Enterprise Tech Sales Account Planning Guide
6 Tips on How to Grow Existing Accounts in a Challenging Economy
Don’t Wait for the Dust to Settle: 5 Keys to Reactivate a Restructured Sales Team
18 Best Sales Intelligence Tools to Help You Close More Deals in 2023
Technology in the Insurance Industry: How and What They Buy in a Downturn
Industry Insights for How to Sell Cyber Security Technology
9 Sales Enablement Statistics to Consider in 2023
Selling Banking Technology Solutions
How Execs Buy: The Enterprise Software Buying Process
Drive Enterprise Technology Sales with MEDDPICC ® and Emissary
The Ultimate B2B Marketing Infographic to Leveraging Account Intelligence
Make your 2023 Sales Kick Off Agenda Worth the Investment
2023 Strategy and Budget Tips for Enterprise Marketing
Leverage Account Intelligence for Successful Enterprise Sales Infographic
Fine-Tune Your Sales Kickoff Agenda for Optimal Results
The 2023 Go to Market Infographic
Eight Enablement Takeaways from Dreamforce 2022
Account Plan Alarm Bells: 9 Signs of Pending Trouble
Strategies for More Effective Sales Enablement in 2023
Go-To Strategies for Hitting Annual Sales Goals as Year’s End Approaches
Selling Through a Slowdown: How to Sell Technology Solutions in 2023
The 2023 Guide to Account Based Marketing [Infographic]
23 Best Sales Enablement Tools for 2023
Best Account Planning Templates 2023
The Future of Retail Technology: From Omni-Channel to Sustainability
How to Boost the Benefits of Account-Based Marketing for Enterprise Technology Providers
11 ABM Tactics Emissary Can Help You Leverage
8 Top ABM Companies To Watch
Why Selling Analytics Today Depends on the Right Intelligence
Designing a Sales Account Plan that Actually Works
Guide to Account Based Marketing for Enterprise Tech Marketers
Airline Technology Trends & Selling Tech to Aviation Leaders
Emissary Research Reveals the Top 4 Influential B2B Sales Skills for Tech Deals
Selling Tech to Finance Leaders and How to Sell to the CFO
Create an Effective Sales Account Planning Strategy for Enterprise Tech Deals in the Retail Sector
Increase Sales in the P&C Insurance Vertical With the Right Intelligence About Cybersecurity in the Insurance Industry
Selling Tech to Tech Companies
Tech Spend is Up: How to Get (More Than) Your Share
What’s Driving Enterprise IT Spending in 2022?
Key Account Management is the Secret Weapon for Deal Expansion in the Insurance Sector
5 Ways to Garner Business Insights to Improve Your B2B Tech Sales Account Planning
Selling Tech to Insurance: What to Expect
5 Steps to Implementing an ABM Strategy for an Outreach Campaign
Empower Your Field Marketing Organization in the Retail Vertical with Industry Intelligence
How Do You Determine the Timeline for Closing a Deal in the P&C Insurance Vertical?
Develop a Land and Expand Sales Strategy for Your IT Solution with P&C Insurers
Emissary Advisor Network: Meet Mike Connly
What is Sales Intelligence and How Can It Help You Sell Smarter in 2023?
ABM Myth 4: Avoid Procurement At All Costs
How to Position Your IT Solution in the P&C Insurance Vertical Market
2023 Key Account Management Best Practices
Upsize With a Sales Enablement Framework to Close More Deals
2023 Sales Enablement Assessment: Measure the Scope of Your Program
ABM Myth #3: If Your Solution Isn’t Included in the Information Technology Budgeting Process, It Isn’t Happening
B2B Lead Generation Strategies for MSPs Serving Tech Companies
Demand Generation Strategy for Cybersecurity Serving Financial Services
Vertical Marketing Best Practices: Six Strategies That Set Top Tech Marketers Apart
ABM Myth 2: ABM Email Prospecting is Dead
Four Sales Skills and Behaviors That Tech Buyers Say Break (or Make) Deals
6 Account Based Marketing Tactics for Tech Companies Marketing to FinServ
10 Challenges in the FinServ Industry to Prioritize in Your Strategic Account Management Plan
ABM Myth 1: Lean on Product Messages in Your ABM Messaging
Six Clues Your QBRs are Box-Checking Exercises … and How to Fix Them
5 Tips for IT Security Sellers to Improve Deal Closure in the Financial Services Industry
Marketing Cloud-Based Security to the Financial Industry
Tech Buyers Want to Buy But Expect More
Emissary Featured on the Sales Prospector Podcast
A Vertical Perspective: Health Tech Enterprises Selling
Emissary Named Best Enterprise Sales Enablement Software in Annual MarTech Breakthrough Awards
Get The Meeting: How Buyers View IT Vendor Outreach
Finding New Opportunities in Customer Experience CX – Focused Companies
Six Must-Haves to Look For in an Account Planning Template For Sales
Best Account Planning Templates 2021
Selling Tech is Hard. Buying Tech Is Even Harder
Buyer Transparency in B2B Tech Sales
The Secret to Selling to the CISO Persona
How Do Tech Buyers Buy? IT Procurement Category Strategy Buyer Snapshot
Digital Banking Technology Trends: Banks Are “All-In”
Account Based Sales Strategies that Deliver
5 Last Minute Tweaks for Your SKO
Promoting an Overdue Digital Transformation in Healthcare
Why Do IT Executives Buy? IT Manager Persona and Buyer Snapshot, Fall 2020
Why 2020 Could Be Better Than the Typical Enterprise Sales Cycle
Aligning With A Business Acceleration System
How To Sell IT Security Solutions and Five Missteps to Avoid
CIOs Transformed Overnight—Sales Teams That Sell Technology Must Catch Up
Are IT Buyers Ready to Buy? Enterprise Tech Solution Buyer Snapshot, Summer 2020
J&J, Kroger, U.S. Banks: Sales Triggers In The News
Developing a Procurement Strategy in Your Sales Process
The CFO: Understanding Their Propensity To Buy
Risks, Rules, and Regulations: Data Management Trends in Financial Services
Partner vs. Vendor: The Relationship Between Buyer And Seller
Coaching a Sales Team through Uncertainty
28 Ways to Drive (not Hope) for H2 Sales Success
Two Tech Sales Stats to Make Your Day …and Two That’ll Make You Cringe
How Sales Leaders Can “Out-VUCA” Poor Selling Conditions
6 Missteps in Security Sales: and What CISOs Want You To Do Instead
Survey Report: The CISO Role in Tech Purchasing Decisions
Emissary’s Sales Intelligence Platform Accelerates Success
Business Services & Transportation Industry Trends: How to Close the Deal
The Complete Enterprise Tech Sales Account Planning Guide
6 Tips on How to Grow Existing Accounts in a Challenging Economy
Don’t Wait for the Dust to Settle: 5 Keys to Reactivate a Restructured Sales Team
18 Best Sales Intelligence Tools to Help You Close More Deals in 2023
Ready to Leverage the Emissary Human Intelligence Network?
Get more information on working with Emissary Advisors.


Tony Jaros
Chief Executive Officer
A product-focused, customer obsessed leader with a long track record of bringing new ideas to complex markets while building high performing and collaborative teams, Tony most recently served as CEO at Legacy Data Access, a healthcare software company. Other notable roles include CEO of CultureIQ, an employee engagement company sold to Perceptyx in 2021, and President and Chief Product Officer of SiriusDecisions, which he joined as a startup almost 20 years ago and helped build the organization into the worldwide leader in B2B sales, marketing and product management research, benchmarking and advisory services. Early in his career, Tony held product and consulting roles at Peppers & Rogers Group and Simba Information. He holds an MBA from New York University and a BSJ in Journalism from Northwestern University.

Erin Provey
VP Products
Erin has 20 years of experience in B2B product and service innovation and leadership roles, with a consistent focus on growth through customer-centricity. Most notably, Erin spent nearly a decade at SiriusDecisions (now part of Forrester Research) in a range of research and advisory product leadership roles, responsible for the entire innovation lifecycle: discovery, design, development, sales enablement, launch, implementation, and research/voice-of-the-customer-based iteration and enhancement. As part of this work, she was one of the most prolific commercially-viable content creators and public speakers, authoring and presenting hundreds of commercially-viable research briefs, models, frameworks, templates, tools, and one patented methodology – building world-class delivery teams and working closely with hundreds of the world’s leading B2B marketing leaders to operationalize these best practices in pursuit of revenue objectives.

Adam Rice
VP Engineering
Dynamic, results-driven agile technology leader with over 12 years of leadership experience and 10 years of hands-on software development experience. Adam has significant expertise in designing, building, and running highly available software as a service. He loves being part of a team where he can be instrumental in building and running a world-class team of software practitioners based on shared cultural values including collective ownership, pragmatic mastery, and continuous improvement.

Diana Kudajarova
VP of Operations
Diana has extensive experience in senior operational roles at technology startups. Before becoming VP of Operations, she was Emissary’s Chief of Staff and Head of Revenue Operations. Prior to joining Emissary, she was Director of Sales Operations for Burning Glass (a Boston-based job market analytics company). Diana has a PhD in History from Harvard University and was, in another life, a consultant for Monitor Consulting and professor of management at Moscow School of Management. Diana was also a co-founder and operator of four critically acclaimed restaurants in Cambridge and Somerville, Massachusetts,

Morgan Costello
Director, Advisor Operations
Morgan oversees advisor operations at Emissary. Prior to joining Emissary, Morgan spent the last 9 years building and optimizing high performing operations teams from the ground up. Morgan previously ran operations at the home services network, Handy, scaling the professional platform by over 10x before being acquired by ANGI Homeservices. Having worked in professional services and consumer services, Morgan is an expert in how to scale and grow operations.

Seleste Lunsford
Chief Research and Strategy Officer
Seleste has been a leader and consultant in the sales effectiveness space for over 20 years, running professional services, product and marketing organizations. She is a regular contributor to industry publications, a conference speaker and has written two books and countless papers on B2B revenue strategies.

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