coaching a sales team

Coaching a Sales Team through Uncertainty

Whether current economic headwinds are officially a recession or simply ‘tough times,’ the environment is stalling and shrinking tech deals. Like most market changes, the burden for navigation rests on the shoulders of the sales leadership team. As the lynchpin …
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Survey Report: The CISO Role in Tech Purchasing Decisions

The CISO role in buying decisions is increasingly broad. CISO’s are undoubtedly growing in number, budget and influence. To help sellers better understand this persona and how to best sell to it, we went directly to the source – 150+ …
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The Complete Enterprise Tech Sales Account Planning Guide

Sales account planning has been in practice for 30+ years. So most technology organizations have an account planner floating around somewhere. But whether these plans yield results varies broadly. Today, there is renewed interest in account planning in the more …
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How Execs Buy: The Enterprise Software Buying Process

How has the enterprise software buying process transformed as organizations fully exit pandemic-era approaches and prepare for potential economic challenges in 2023? Emissary surveyed over 1,000 executive-level buyers within our human intelligence network, narrowing down data to those (673) who …
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Account Plan Alarm Bells: 9 Signs of Pending Trouble

“Red sky at morning; sailors take warning!” Seafarers have long noticed that red skies at sunrise are often followed by dangerous weather. Ultimately, this was determined to be linked to the moisture-laden atmosphere as a low-pressure system moves in behind …
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Selling Through a Slowdown: How to Sell Technology Solutions in 2023

Economists are divided. There are signs of looming recession: consecutive quarters of shrinking US GDP, high inflation, and low consumer confidence. Yet, the job market remains strong. Corporations are profitable and cash positive. And Forrester predicts that technology spend will …
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Guide to Account Based Marketing for Enterprise Tech Marketers

Tech marketers were some of the very first to adopt ABM as a strategy distinct from inbound and traditional lead generation. In the beginning, account-based marketing for enterprise tech marketers was simply an account list and a high-value direct mail campaign. …
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