Connect the Dots by Scott Lord

Power User Spotlight: Scott Lord, TransImpact

Scott's Sales Hack: Connect the Dots

Connecting the dots is our hack.  We want to look at the specific prospect we are researching, but also in our research we want to key competitors of all sizes while identifying industry trends that are impacting their business.  We do this through the Research and Industry Call Planner features within etailinsights.  Aligning this research with the value we bring to key personas within our ICP, and expanding our search to competitor prospects that also fit our ICP, we are able to efficiently target more high-quality leads.

etailinsights Power User Interview

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

 Pricci in Atlanta.  Old school, classic Italian food that is simply a 10 out of 10.

What drove you to begin a sales career in eCommerce?

I realized the eCommerce clients need to focus on their core business, and that with the technology available to us we could really help them to grow their profitability while focusing on their core business.

How does TransImpact help etailers? 

TransImpact helps etailers (and others!) by simplifying the parcel shipping experience through data and technology.  Our services include parcel contract negotiation, sophisticated analytics tools and supply chain planning.

How are you using etailinsights to find eCommerce leads?

My team leverages etailinsights to narrow down the landscape of eCommerce shippers to a manageable level. We filter prospective clients by geography, sub-segments and revenue size.  As part of the implementation of etailinsights we enabled HubSpot integration and identify the key personas that fit our service offerings and ensure that customer records are appended with this rich data.  Since there is so much data available within etailinsights, we also utilize the Semrush data to identify patterns in likely order volumes, along with estimated online orders shipper per day to home in on the best prospects.  Because of the access to additional data about key personas we are also branching out to utilize LinkedIn contacts, LISN and other tools to enrich our data.

What is your favorite eCommerce Conference any why?

For us, the top eCommerce conferences include NRF, RILA and Home Delivery World as the attendee firms tightly align to a large segment of our ICP.  This gives us an opportunity to meet prospects face to face, demo our SaaS software and do so in an environment focused on innovation.