etailinsights eCommerce Data and Sales Blog

Power User Spotlight: Eddie Cmehil, Malomo

Eddie's Hack: Be relevant in your outreach

Something we try to do at Malomo is not just get personalized, but remain relevant. eCommerce is an ever-changing industry and the marketers we're talking to are constantly being thrown new channels, ways to reach customers, etc. To stick out, we've seen that we need to do proper research into what matters to the individual we are reaching out to and be as specific as possible as to how we might be able to help them. Figuring out what other technologies they use that we could work with is one way we stay very relevant.

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”.

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.  

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.

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.

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!

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!  

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.

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.

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.