etailinsights eCommerce Data and Sales Blog
Power User Spotlight: Saagar Mehta, Bounce Exchange
Saagar's Sales Hack: Look for a Spike in Email Open Rates
My most effective, and many times overlooked, sales hack is to provide the right message at the right time. We all know how often etailers get approached by new technologies and vendors, but if you are executing on pain points that are hot topics at their company, they will be more than happy to hear you out. Research current trends, spend time on specific etailer sites, and tailor your story to be interesting to the specific point of contact. For example, if I'm reaching out to email marketing managers, I'll be sure to study an etailer's current email marketing strategy (sign up for their email, look at current programs, and differences in emails they send me based on my activity). Then after reaching out, you can gauge the way they are reacting to your outreach. If you are tracking email opens and there is a spike in opens - it is probably a sign of engagement, and you should provide more information right away while they are at their highest level of intent. At the end of the day you need to add value in the short amount of time they have to spend on reading your email.
etailinsights Power User Interview
Saagar, what is your favorite restaurant and why?
Benny's Burritos (West Village) – overstuffed burritos and margaritas. A great casual spot for those who love Mexican food, and you can never go wrong with the classic bulldog (upside down corona in a margarita).
What drove you to begin a sales career in eCommerce?
After a sales career in finance, I was introduced to Bounce Exchange. I was instantly captivated by the technology/growth of the company, and the ability to play a role in the opportunity created through the ongoing transition from brick & mortar to eCommerce.
How does Bounce Exchange help etailers?
Bounce Exchange is a behavioral marketing cloud that helps etailers identify anonymous web traffic, nurture a visitor through the conversion funnel, and then retarget them in real time through email - all based on the behaviors that visitors display on site. As a result, we dramatically lift conversion rates and ultimately become a revenue channel driving bottom line growth.
How are you using etailinsights to source eCommerce Leads or build a Directory of Online Retailers?
Etailinsights has played a tremendous role in increasing my efficiency as well as accuracy when prospecting new clients and researching data points on specific etailers. I use the platform to build tailored prospect lists, based on the revenue and specific employee title at an etailer. The platform has also done a great job on updating leads to reflect changes in the organization (executive level movement, changes in contact information, and the addition of new technologies). As etailinsights builds out further capabilities, I will be excited to continue to use it to complement my sales and relationship building efforts.
What is your favorite Top 40 eCommerce Conference and why?
The Behave Annual conference brings together eCommerce companies in an environment tailored to educating enterprise level retailers on conversion optimization, and more importantly allowing productive networking sessions. I’ve found the BEHAVE conference to be somewhere at the intersection of marketing, optimization, testing and behavioral psychology. And of course - great after parties as well!
