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etailinsights eCommerce Data and Sales Blog

Think Outside the Box, by Barbara Rausch

By Darren Pierce on Dec 20, 2017 2:14:13 AM

Power User Spotlight: Barbara Rausch, RRD


Barbara's Hack: Find Creative Solutions for a Customer's Problems 

My customers are etailers, and etailers are innovators. They are entrepreneurs and go-getters. Before I started my career in sales many years ago, I was a customer service representative. I was on the other end of that phone, usually fixing something my previous organization had done wrong. As a sales person now, it’s my job to think ten steps ahead and find creative solutions to my customer’s complex problems. Balancing my customer’s budget, their transit needs, and their customer’s expectations when shipping a package across the planet is a delicate matter – one that can be done with innovative ideas and the right team of people to make it happen. That’s where RRD makes that magic happen for our customers.

 

etailinsights Power User Interview

Barbara, what is your favorite restaurant in Los Angeles and why?

Mastros Ocean Club in Newport Beach is one of those amazing restaurants where the service and food are second to none. If you don’t mind a decent dent to your credit card, this place is fabulous for an amazing anniversary, birthday, or any special occasion. It’s on the coast of Newport Beach, and if you’re lucky (and early), you may be able to score a window seat with the view of the beautiful California coastline. My husband and I celebrated our anniversary here last year, and the meal was one we will never forget.

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Make Your Sales Calls During Lunch, by Evan Babineaux

By Darren Pierce on Oct 31, 2017 11:59:06 AM

Power User Spotlight: Evan S. Babineaux, DHL eCommerce


Evan's Hack:  Visit Online Retailers during Lunch 

If you’re calling on small to medium sized businesses, lunch is often a good time to catch the owners. Just like salespeople, they work during times when most are taking breaks.

 

etailinsights Power User Interview

Evan, what is your favorite restaurant in Dublin and why?

Tucci’s in Dublin, OH. It has the best patio and a small but well thought out menu. The buildings in downtown Dublin, OH are all from the 19th Century, which adds a nice touch. It’s also within walking distance to many other bars and dessert shops for after the meal. It’s my go-to for brunch, lunch, or dinner.

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Cold-Calling is NOT Dead, by Ally Paul

By Darren Pierce on Oct 18, 2017 10:46:21 AM

Power User Spotlight: Ally Paul, Monetate


Ally's Hack:  Reach out to prospects in multiple channels. 

In this day and age, social selling is a huge tactic that I think all salespeople should use. In addition, do all the research you can beforehand to make sure you're reaching out to the correct contact at a company. If you're blasting multiple people at a company, not only is that time consuming, but you will most likely get put on a blacklist, and they won't even see emails from your company in the future.

My last piece of advice would be to personalize your messaging. Prospects don't want to hear robotic pitches or see template-like emails all day, especially when they're in an industry that gets these messages from thousands of vendors every day. Do something to stand out.

Also - the phone/cold-calling is NOT dead...

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Focus on Customers Winning, by TJ Eilau

By Darren Pierce on Sep 13, 2017 3:55:37 PM

Power User Spotlight: TJ Eilau, Moovweb


TJ's Hack:  Focus on customers winning. 

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.

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Organization and Dedicated Time Lead to Results, by Madeleine Duff

By Darren Pierce on Jul 19, 2017 4:00:21 AM

Power User Spotlight: Madeleine Duff, Sidecar


Madeleine's Hack:  Organize Your Day.

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.

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Know Yourself and Your Industry, by Sarah Gilbert

By Darren Pierce on Jun 13, 2017 12:13:32 PM

Power User Spotlight: Sarah Gilbert, Yottaa



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!

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Precision Targeting, by Courtney Gringas

By Darren Pierce on Apr 19, 2017 2:36:27 PM

Power User Spotlight: Courtney Gringas, FuturePay


Courtney's Hack: Precision Targeting 

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.

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Don’t Forget to Listen to Your Customers, by Taylor Philippi

By Darren Pierce on Mar 22, 2017 7:54:23 AM

Power User Spotlight: Taylor Philippi, SkyBOX Checkout


Taylor's Hack: Don't Forget to Listen to Your Customers

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.

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Localize Your Prospecting, by Ryan Fitzgerald

By Darren Pierce on Feb 15, 2017 2:11:19 AM

Power User Spotlight: Ryan Fitzgerald, eAccountable

Ryan's Hack: Localize Your Prospecting

I can’t say enough about localizing your prospecting. We have sales people in major markets including Arizona, Texas, Illinois, and Colorado. Being able to call on a prospect and tell them you’re located within driving distance is huge. With all the sales calls that etailers receive, it's important to put a face with a name. Plus, knowing you're close gives them some comfort that if they do decide to work with you they have a local “throat to choke.”

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Research your Prospect's Partners, by John Cecilian

By Darren Pierce on Jan 25, 2017 10:04:00 AM

Power User Spotlight: John Cecilian, Clutch


John's Hack: Research Your Prospect's Partners

"Technology Spy." Such a cool cheat that allows you to quickly know when a firm changes ESP, eCommerce platforms, or anything else in between. This is essential for our business, as we care deeply about integration partners. If a firm goes from "in-house" capabilities to demandware over night, we want to know. Technology Spy will push that information to you in real-time, keeping you update with the prospects and firms you care about engaging with the most.

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