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etailinsights eCommerce Data and Sales Blog

Embrace the "No", by Patrick Jacobs

By Rachael Love on Nov 5, 2020 10:19:10 AM

Power User Spotlight: Patrick Jacobs, Immerss


Patrick's Hack: Embrace the "No"

Over time I’ve found that embracing the “No” is one of the best things you can do as a sales person. “Maybe” in sales is the same as “No”, only with “Maybe” you end up wasting a bunch of time and effort chasing something that is never going materialize. “No” saves you time and energy, but also frees the prospect to speak more openly than they would have otherwise. Those insights gained can pay big dividends with the next prospect. So appreciate, embrace, and gain insights from “No”.

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November 2020 Virtual eCommerce Events Preview

By Rachael Love on Nov 1, 2020 10:51:03 AM

As many of you gear up to celebrate the holiday season, we wanted to share a few of November's top virtual events. If you're planning to virtually attend or simply want more info on what's going on this month, event highlights are shown below.  

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Block your calendar, by Patrick Daly

By Rachael Love on Oct 7, 2020 9:48:57 AM

Power User Spotlight: Patrick Daly, Sezzle


Patrick's Hack: Block your calendar

Block that calendar! It is important to stay organized and ensure that you are utilizing every minute of every day. I like to block off my cold call, prospecting, follow-up, etc. times to have a placeholder indicating when I should be moving on. This helps to stay organized and maximize results. Also, switch up those cold-calling/prospecting time blocks to different parts of the day to increase the chances of getting ahold of your prospects.

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October 2020 Virtual eCommerce Events Preview

By Rachael Love on Sep 29, 2020 9:51:36 AM

October is right around the corner and Q4 is almost underway! Whether you're planning to virtually attend or simply want info on "what's going on" this month, here is our list of the top virtual eCommerce events happening in October.

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Use etailinsights' 'First Detected' information to time to your prospecting efforts, by Will Tafel

By Rachael Love on Sep 10, 2020 3:12:34 PM

Power User Spotlight: Will Tafel, Reflektion


Will's Hack: Use etailinsights' 'First Detected' information to time to your prospecting efforts

etailinsights offers a feature called Technology Spy that I use regularly. Part of that feature includes the ability to see when an etailer first started using a technology. Knowing etailinsights' 'first detected' date of a competitor technology helps me understand if a prospect is ripe for replacement and when it makes sense to target them. Additionally, etailinsights' Advanced Search feature allows you to search a date range of when a competitor technology was first added. With that search feature, I can quickly build a target list around a technology's first detected date. Having the date of when an etailer adopted a technology helps me time my prospecting efforts efficiently and effectively!

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September 2020 Virtual eCommerce Events Preview

By Rachael Love on Aug 31, 2020 1:29:47 PM

To kick off the month of September, our team wanted to share a few of the top virtual events taking place over the course of the next few weeks. Each virtual event brings something valuable to the table and with an increasing amount of online sessions to choose from, networking from the comfort of your home office has never been easier!  

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The "No Demo" approach, by Chantele Gibson

By Rachael Love on Aug 19, 2020 2:59:53 PM

Power User Spotlight: Chantele Gibson, Searchspring


Chantele's Hack: The "No Demo" approach

In my experience, most of the sales pitches I've attended are typically in the form of a slide deck about the company, history of successes, or a full-blown product demo. I've learned that sales calls are not always designed for (or around) the prospect. That's why I am a big believer in a "No Demo" sales call. This doesn't mean that on sales calls, we should avoid a product overview, but instead strive to be more conversational. Take the majority of the time to understand the current challenges or pain points of each and every prospect. Use that information to position how your solution can help solve these problems.

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August 2020 Virtual eCommerce Events Preview

By Rachael Love on Jul 29, 2020 5:14:41 PM

With many conferences and trade shows shifting towards a digital approach, we wanted to share a few of the top virtual events taking place in August. Whether you're already registered or are interested in checking out a few 'WFH friendly' sessions, here's our lineup for next month.

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Building rapport, by Holly Exner

By Rachael Love on Jul 14, 2020 9:58:42 AM

Power User Spotlight: Holly Exner, Bolt


Holly's Hack: Building rapport

It's no secret that people buy from people they like. Which is why developing a relationship with a prospect prior to the sale, or the ask, is super important. Sure, sometimes you'll catch someone at the right place and at the right time, but overall it takes time to build the trust it takes to say yes. Do your research on LinkedIn, find unique pieces of information about a prospect or mutual interests, and weave it into your outreach. They'll appreciate the time and care you put into getting to know them and will (hopefully) want to return the favor.

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Leverage relatable success stories with your prospects, by Christopher Vanning

By Rachael Love on Jun 16, 2020 2:29:08 PM

Power User Spotlight: Christopher Vanning, ClearSale


Christopher's Hack: Leverage relatable success stories with your prospects

Your company should have a positive history providing value to merchants and clients - use it! There will always be other competitors and ways to resolve the problems your product or service addresses. What they don't have is your company and client stories to relate to the prospective merchant. It's not about features and benefits, it's about outcomes! If you can identify and communicate the desired outcome that can align with your solution, you will almost always eliminate being reduced to a commodity.

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