etailinsights eCommerce Data and Sales Blog

Power User Spotlight: Michael Foy, Inmar

Michael's Hack: Kill the General Seed Letter and Generic Cold Calls

 In today's prospecting world, we HAVE to know in detail what a potential prospect will need based on research and tie it to their product, balance sheet, competitors, etc. A modern-day prospector HAS to figure it out versus wasting time on the same general emails and voicemails these prospects are getting 10 times a day.

etailinsights Power User Interview

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 salesperson 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

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

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...

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.

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.

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!

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.

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.

Power User Spotlight: Ryan Fitzgerald, eAccountable

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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.”