Seller Acceleration 101

Our quick-reference guide for managing and participating in the Seller Acceleration program.

Step 1: Submit priority accounts

Step one for a sales rep participating in the program is to share your priority 10-20 accounts. Download this template and send to your Customer Success Manager.

 

Getting Started

What makes a good sales rep for an Emissary advisor?

  • Their accounts are in the Fortune 1,000
  • They are willing to spend time with us, especially during onboarding
  • They are committed to “account planning” as part of their process and open to sharing their account history in order to drive traction
  • They’re good about maintaining their data in their CRM

When a seller joins the Emissary program, we’ll ask for background their 10-20 priority target accounts in order to match them for the right advisor for their place in the sales cycle. You can always remove and add target accounts to your list as your priorities change.

Step 1: Submit priority accounts

To get started, please download this account priority template, and send it to your Customer Success Manager for account planning.

We understand that seller and account priorities change. You can request a seat swap 2-6 times per term, depending on the length of your contact. Request a seat swap with this form. 

Request a Seat Swap

Please note, we request at least 10 days notice prior to the swap. During this time, we’ll conduct a 90-minute onboarding call with the new seller. The old seller’s account will be paused on the date of the swap. 

Emissary advisors are IT and marketing leaders who recently left their role at a Fortune1000.

We compensate our advisors for their time. They turn to Emissary in order 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.

 

ONBOARDING

The better we know your account priorities, the better advisors we can match. When we bring a new seller into the Emissary program, we schedule a 90-minute account planning deep-dive to create a targetted plan for advisor matching.

BIWEEKLY ACCOUNT PLANNING

We will use biweekly check-in calls to report on progress with advisors and swap out new priority accounts. Your customer success manager, in effect, empowers your sales reps to manage account priorities effectively. 

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.

 

1. Create an Emissary Engaged checkbox, add it to your Salesforce account layout.

2. Set up a report of pipeline opportunities at Emissary-impacted accounts.

3. Update the list of Emissary Engaged accounts on a regular cadence.

Report: In-pipeline Opportunities Driven by Emissary

Emissary Exchange Platform

Go to app.emissary.io to access your experience.

When viewing the page, enter your email address and password in the fields to log-in. If you don’t remember your password, reset your password.

Click Log In to log in to see your dashboard.

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

Best Practices

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.

 

Modules discussion questions

Our modules discussion questions can help you create your agenda based on your place in the sales cycle.

 

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.

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 – executive and iterate
  • Continue to identify key decision makers, influencers and champions
  • Review and revise any marketing materials/ pitch decks