Power User Spotlight: Brian King, Mozu
Brian's Sales Hack: Develop Your Sales Tackle Box
I am not huge fisherman, but the tackle box is a must for fisherman and it needs to be packed with essentials and specific equipment to hook that prize fish. Just like in sales you to need pack a great sales tackle box to land that big deal. In my current and previous roles, I know that researching the prospect is one of the most important things to get that big deal hooked and is a must-have in everyone's tackle box.
Using basic social media tools, like looking into their LinkedIn, Twitter (personal/company) and other online profiles allows me to get some of their interests outside of work. I think this is important when trying to develop your first touch to the prospect, finding that common ground and being able to relate to them as a person—whether it is over the phone or in a email you have got to understand what makes your audience tick and what grabs their attention.
For example, my boss is a huge Ohio State fan and he loves his buckeyes. In my contact with him, I use this piece of information to help break the ice and form a relationship. It’s always nice to include a little banter beyond business in order to open that door of familiarity, then we are able to get down to business. Beyond connecting on a personal level, I’m able to store all of these little nuances about him into different compartments and pull them out when necessary to further the conversation.
So, building up your tackle box has been key to my team’s success to make sure that first touch is a meaningful one and it all comes from my team’s diligence in finding key information in our research and conversations.
etailinsights Power User Interview
Brian, what is your favorite restaurant and why?
My favorite restaurant is Odd Duck in Austin, TX. The chefs do a great job of serving up food from local farms and vendors in unique ways, and the meals always reflect the seasons of Texas. They started as a food truck years ago and have seamlessly transitioned to a brick and mortar restaurant that’s always surprising me. It’s definitely a must-try for anyone visiting the Capital City.
What drove you to begin a sales career in eCommerce?
My background is in computing and analytics, but eventually my experience steered me in the direction of a sales support role and that is where it all started. I have worked that sales support role and eventually started using my experience in a demand generation analyst position aimed to provide sales team members the right contacts and information to make informed decisions to close deals. In my current role as Marketing Campaign Manager, I take sales and marketing initiatives and connect the dots in how we can work together to close deals to achieve the best return on investment.
How does Mozu help etailers?
Mozu drives top line revenue by delivering unified customer experiences, ensuring clients can react quickly to changing trends and meet customers where they already are. The Mozu platform optimizes the bottom line by increasing marketing agility, reducing time spent on site changes and marketing updates. The platform's best-in-breed technology focuses on flexibility and innovation, keeping Mozu's clients on top of technology trends with effortless platform updates. www.mozu.com
How are you using etailinsights to source eCommerce Leads or build a Directory of Online Retailers?
I am using etailinsights to quickly verify our target market, determine key stakeholders and supplement our database with current information. etailinsights is a great tool to drill down the key areas for how we are looking at going after our target market. For me, the key areas that are most important are the advanced search feature that allows me to drill down on specific sales/size metrics, technologies used and location of our target market. After determining the target market and creating my list, I can use the refine my search even further to determine key contacts that either lead the target company’s eCommerce or Fulfillment needs. Next, when I have my final list with my target market and key stakeholders in each company, I can easily supplement my CRM with etailinsights salesforce integration with one click of a button for everything from key accounts to relevant contacts at those organizations.
What is your favorite Top 40 eCommerce Conference and why?
NRF and IRCE. It is a lot of work to prepare our team for both of these shows. But, the opportunity to show off our product to the attendees of these conferences is well worth the effort.
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