It’s a simple question and frankly, it's why we started etailinsights. We have a database of all the online retailers and a subscription that instantly lays them at your fingertips. But not everyone subscribes to our mailing list, and not everyone knows what to do with that information once they have it.
This is one of Moovweb's Core Values and something I try to represent in my work.
Sales is all about understanding needs and delivering value, and in order to do this well you need to align yourself with the customer's world and care about their success. Moovweb as a company works towards this goal from pre-sales all the way through to customer success. We develop strong relationships with our customers and strive to offer value at every step.
With this in mind, their success is our success and vice versa, so we get to share in victories together, all while strengthening our partnerships.
Building the Database
"You can't hire someone right out of college to do this, Darren."
She was wrong. I respected her a lot, but I now know for a fact that she was very wrong.
When we founded etailinsights (see here for why) we were on a quest to build the most accurate database of eCommerce Leads. This was no easy task. You see, there was a reason that something like etailinsights didn't exist... it was really really hard to source e-retail leads. And even harder to keep that database updated and accurate because in the e-retail industry, the Directors of eCommerce move around at a rate of 28% per year. It's hard to find the Head of Fulfillment for a major Online Retailer.
My golden rule is to be organized and keep up with my pipeline. Etailinsights is very helpful for saving time, finding more prospects, and closing business. There are so many companies tucked away in the database of etailinsights, and if you carve out time to do some research, your learnings will be endless.
Know yourself as a salesperson and the industry that you sell to, and rock it! Time management skills are important, and don’t be afraid to put yourself out there and network. And you can't forget to use the best sales enablement tools such as etailinsights!
...Ah, this preschool is just right.
Tip o’ the cap to Goldilocks. I’ve become an expert on child care options from nannies to pre-schools, and everything in between. My son Julian has unique needs regarding care. Last month my wife went back to work, and we simply placed Julian into the most expensive school, thinking a high price would equate with being the best.
Wrong.
My son’s name is Julian. But that isn’t what we call him, or at least not unless we really want to get his attention. As an infant, he was a bit of a “Fussy Gus.” So we started calling him Gus. Then somehow it progressed to Gussy. It stuck. Poor guy. But when his Mom really wants to get his attention, she will sternly say “Julian.” He will turn immediately and look.
Growing up in Chapel Hill, NC with two parents who attended the University of North Carolina and a Mother who worked for the university, no doubt I was a “Tar Heel Born and Bred.” In elementary and middle school, teachers would roll televisions into class during March Madness and we’d watch basketball games instead of learning. In High School, we simply didn’t attend much class during games in March, and it was essentially an excused absence.
The more precise you can be, the better success you’ll have. With etailinsights you can narrow down exactly the companies that fit your ideal target and then refine even further right to down to identifying the decision maker you need to connect with. This helps you get to the right prospect quickly and not waste your time sorting through leads that are not in your ideal client profile.
A lot of the time in SaaS sales, it’s easy to list off features and statistics and dive right into a demo of the product, which can overwhelm prospects or cause them to tune out on a call or WebEx. Avoid being put on mute after effectively securing a demo by listening, engaging with, and asking effective questions to your prospect. Find out what the root problem or pain point in your prospect’s current business is, and adjust your demo to highlight the specific areas of your solution that can help fix their current pain points.
