In Referrals

David Hammer, Donald Kelly, The Sales Evangelist PodcastWhat if you could reduce the time it takes for you to close deals into half? And what if there was a way for you to better understand a particular organization so you could increase your chances of closing deals?

Our guest today is David Hammer. He shares with us great insights into what you can do to help reduce the amount of time it takes to close your deals. As a former Google executive, David has an impressive background in the tech space and he is now the CEO and Founder of Emissary. This platform connects salespeople with experts called “emissaries” who share their first-hand insights into major corporations they’ve worked for previously. It almost works like a dating app.

Here are the highlights of my conversation with David:

David’s coolest sales experience when he was the customer.

What makes Emissary unique:

  • It provides immediate gratification where they instantly connect you with your target corporation
  • It helps you understand what’s going on “behind the scenes”

How it works:

  1. Emissary syncs their platform to your pipeline so they would understand the deals you pursue in.
  2. It works like a dating app where you will be matched with an emissary and you can choose to be coached through the deal so you can have a deeper understanding of the clients you’re selling to and know how to get started.
  3. Emissary asks you to map out your sales process in order to identify 3-5 high leverage points throughout the process.
  4. They make sure the emissaries are prepped and aligned to be able to deliver consistently.
  5. The more you use Emissary, the more AHA! moments you’re going to have.
  6. Emissary doesn’t work with clients on a single deal but across a set of deals.

Who are the experts at Emissary:

  • Every Emissary is a senior, decision-maker, Director, VP level or higher
  • They have left their jobs within the past two years so they have recent knowledge about the organization
  • They just love talking about their jobs

Industries that can benefit from using Emissary:

  • Enterprise software
  • Adtech companies
  • Professional services

How you can maximize the use of Emissary:

  1. Have a defined sales process.
  2. Know who your ideal customer is.

David’s Major Takeaway:

If you really want to understand an organization and have the ability to have profound insight to help you transform how you do your deals, then Emissary may help you big time. It’s not just about getting the meeting, it’s about what happens after is where Emissary provides value.

Episode Resources:

Learn more about Emissary on and connect with David at

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