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etailinsights eCommerce Data and Sales Blog

Be a Customer First by Sean Donovan

By Rachael Love on Mar 18, 2024 11:00:05 AM

Power User Spotlight: Sean Donovan, OSM Worldwide

Sean's Sales Hack: Be a Customer and Support Your Prospect's Business

Sean Donovan

If you are trying to get through to an etailer you know could benefit from your service, you should absolutely be a customer yourself! Shop on their platform, or order something for your spouse or kids, and support their business.

When you do, let them know! It will give you a better idea of the brand and what role they fill in the market. Being a customer can also help provide you with additional information to use in a pitch or negotiations.

etailinsights Power User Interview

Sean, what is your favorite restaurant where you live and why?

I live and grew up just outside of Philadelphia, so I feel obligated to give my opinion on the Philly Cheesesteak options. The two big ones are Pat’s and Geno’s. It might be controversial to some locals, but of the two, I have to go with Geno’s. That being said, Pat's and Geno’s are literally right next to each other. If you’re in town, go with a friend and get one from each, split them, and decide for yourself!

My favorite restaurant in Philadelphia is El Vez in center city. Highly recommend! Their guacamole is amazing, and the tacos are fantastic. You then have to end the meal with the delicious churros!

Bonus answer: I lived in Chicago for 9 years, and my deep-dish choice is Pequod’s Pizza!

What drove you to begin a sales career in eCommerce?

Being in sales, I think it is important to be in an industry with growth. Not just growth that is the new hyped-up fad, but a sustained long-term potential for growth. eCommerce purchases have steadily increased year over year, and I think it is a hard argument to make that this will change. That is why I have been drawn to a sales career in eCommerce.

How does OSM Worldwide help etailers? 

OSM helps etailers provide a fast, accurate, and reliable shipping solution. OSM matches up customer delivery expectations at a fair rate for etailers to compete in the marketplace. This is achieved through a workshare model with the USPS. OSM will sort packages and hand them off to USPS for the final mile of delivery.

How are you using etailinsights to find eCommerce leads?

The more success you have in sales, the less time you have to prospect and go look for new business. New business and prospecting are the lifeblood of a sales professional and key to a company’s growth. Before OSM started using etailinsights, there was a lot of research and guessing that needed to be done before we reached out to a prospect. 

OSM can’t help every etailer. There is a minimum amount of daily volume required to qualify to work with OSM. Before etailinsights, I spent a ton of time researching a new etail company, struggling to find a contact name, let alone a direct number or even an email. Then I would connect, only to find out they were not a good fit.

etailinsights does all the research for you upfront. Everything you could ask for is laid out and easy to read, painting a picture of the prospect’s profile. It includes everything from contact names, emails, phone numbers, order volumes, vendors, and even social media presence.

I can create a list and maximize my sales activity throughout the day without having to scrub the internet to find a contact. There are only so many hours in a day a salesperson can prospect, and etailinsights allows a salesperson to maximize that in the eCommerce industry.

What is your favorite eCommerce Conference and why?

For me, representing OSM, my favorite is Parcel Forum. Parcel Forum focuses on enlightening, educating, and entertaining small package supply chain professionals. The attendees are from Fortune 500 eCommerce brands and large-volume shippers at fulfillment companies. These are the exact types of companies that OSM partners with.

Written by Rachael Love

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