As a name-brand leader with 75+ complex solutions, one software provider’s net-new sales team needed to target the right person with the right product at the right point of the sales pipeline funnel.
But their initial strategy of targeting the highest-level person at their account and pitching them all their products was yielding few results. Because these roles didn’t always understand the specific need for a given product, too often their pitches fell flat.
To become more efficient on their account strategy, the company began working with Emissaries — former decision makers from their top accounts — to unearth the intelligence only an insider could know.
Brainstorming with Emissaries on ten accounts, they gathered key insights — from finding a hidden political influencer to identifying an outdated bidding process — that the software company leveraged when crafting their account strategies.
Need Help Unlocking the Full Power of Your Sales Pipeline Funnel?
Selling to enterprise and having the right sales pipeline funnel 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.