sales enablement

Sales Enablement

Supercharge methodology, sales tools, on-going learning and coaching with business insight. Help sellers work smarter and spend more time on the actions that close deals.

Getting the Most from Sales Methodology

Improve the return on your methodology investment by helping sellers easily and effectively use it – in real-world situations. Be prepared to not oversell the ROI or the term of which the ROI would be achieved and make sure that you are demonstrating you understand the complexities of the business – from the existing IT infrastructure to the cultural differences.

Listen to Emissary Advisor Darren Kraabel, former Chief Technology and Innovation Officer of Jacobs Engineering. 


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Focus Methodology on Improving Effectiveness

You’ve provided your team with an array of tools, training, and resources, but they still have a hard time knowing how to use these to impress increasingly demanding buyers. Today’s prospects expect sellers to help them connect with other companies, develop thought leadership, and innovate. As former industry executives, Emissary Advisors have been in your prospect’s place and understand what they need from the sales engagement. Their customized, buyer-centric input drives a practical and effective action plan for success.

Use Planning Tools to Support Smart Strategy

Planning tools, such as call plans, opportunity plans, and account plans, should reflect well-formed strategy, customized for the target. Emissary Advisors can review plans as the “voice of the buyer,” showing you how to align your plans with prospects’ needs and expectations. Your planning tools will more effectively prepare sellers to capture key stakeholders’ attention and close bigger deals.

Fuel Methodology with Sales Intelligence

Decision-makers will respond best to sellers who understand the company culture as well as their personal engagement styles. But sellers often have to figure out cultures and personalities as they go, risking mistakes and miscommunication. Emissary Advisors understand target enterprises and the decision-makers at a deeper level. You can draw on their experience to help your team leverage the right sales support and communicate the right messaging from the first call. With intelligence-fueled methodology, sellers can build credibility and capture buyer attention before competitors do.

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Creating Effective Sales Content

Focus on content quality over quantity. Provide sellers with resources based on industry trends, customer business issues, and account intelligence.

Customize Client-Facing Content

Content you create for prospects, such as pitch decks, proposal templates and ROI calculators, should make it easy for buyers to select your solution. But too much generic content overwhelms buyers and makes them work harder to see your value. Use content wisely by focusing on exactly what buyers need to see at each point. Getting input from an Emissary Advisor, who knows what decision-makers value, will help you make the right customizations, convey the right messaging, and stand out from the noise.

Build Strategy-Centric Playbooks

Develop playbooks that keep sellers focused on well-informed strategy. Ensure playbooks include the stories and messages that get a prospect’s attention and make a memorable impression. An Emissary Advisor knows what resonates with decision-makers in your account. They can provide industry-specific insights tightly linked to vertical trends, buyer personas, and urgent business issues. They also share tips for effective messaging and product positioning. Sellers have the recipe for maximizing deal size and moving to close faster.

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“Emissary helps me play the right card at the right time. It’s like having a coach who knows all the answers.”

– SVP Global Field Operations, Data Management

Coaching for Success

Coaching is proven to improve sales results, but it can be a challenge to implement and carry out efficiently. Enhance your current coaching with sessions focused on key engagements and deals.

Incorporate Deal Coaching to Drive Better Results

A deal coach, especially one with experience in the industry, can provide objective feedback about how well the deal is going at each point and where the team can pivot or improve. Emissary Advisors make outstanding deal coaches because, as former industry executives, they’ve worked with countless sellers and know how to reach buyers with the right messages. They help sellers prepare for each step and assess progress, making each interaction more effective and increasing the likelihood of a successful deal.

Coach Sellers on Working With Executives

In the C-suite, sellers have a short time to make a good impression. They need to understand how executives think, what’s important to them, and how to get quality engagement. They also have to demonstrate an understanding of how the business operates and generates revenue. An Emissary Advisor, with years of experience in the buyer’s seat, can run practice meetings with sellers and share tips and advice for achieving the best outcome. Successful executive meetings can lead to additional C-level contacts. And high-level support for your deal can influence other decision-makers in your favor.

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Training for Continuous Improvement

Bring new reps up to speed on sales processes and tools as fast as possible while helping veterans continue to learn. Find the most effective ways to incorporate training through the year.

Streamline Onboarding

Strong onboarding increases the likelihood of a new hire’s long-term success. Even experienced reps who’ve been stars elsewhere need a support network and effective enablement early on if they’re going to flourish. Power-up your onboarding with input from Emissary Advisors who bring the buyer’s point of view to training. They can identify the information and skills that sales teams often lack and help develop the right programs to fill the gaps. New sellers gain traction faster, decreasing turnover and improving win rates.

Plan SKOs Wisely

The sales kickoff (SKO) meeting is the right time for sales enablement to refresh the team on the concepts and skills that’ll help them close deals more efficiently. To meet that goal, at least one third of SKO time should be spent on understanding customers. In particular, they need to know what buyers care about today, how they can get buyers’ attention, and what industry trends will drive sales. Emissary Advisors are former buyers who can share insight on all these questions. As part of your SKO agenda, Advisors hand your team a key to higher closing rates and bigger deals.

Offer Advanced Training

Complex and dynamic markets require continuous training. Sellers need to understand how their offerings are changing and how those changes impact the industries they’re selling to. Vertical training is especially important because the selling environment can change drastically from industry to industry. Emissary Advisors reinforce vertical training with rich industry knowledge on these essential topics. They can help you define ideal targets, position your solution in the ecosystem, assess competition, and even run whiteboard strategy sessions. With their insight, vertical training translates to bigger wins in key markets.

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