Power User Spotlight: Chris Strzelecki, Unishippers
Chris's Sales Hack: Teams win Championships
My sales hack is quite simple. Teamwork wins championships and culture is everything in sales. As a sales leader, I've learned that if you surround yourself with the right people you'll find success and reach your goals much quicker.
Tomo's Sales Hack: Build Enduring Customer Relationships
One of the most important things I learned at Ekata was how important it was to build relationships, whether that’s with your co-workers, customers, or prospects. Prior to Covid, our sales team was frequently out in the field to join customers for meetings or even just quick chats. Our company strongly believes going the extra mile (or many miles if you’re flying) to meet with customers and understand their needs helps build a stronger relationship and benefits greatly down the line.
Power User Spotlight: Jayson Agarma, Speed Commerce
Jayson's Sales Hack: Own It
Don’t be afraid to be different. Don’t sound like every other salesperson. Own where you're from. I use the word 'Aloha' like crazy to let my clients know I‘m from Hawaii and where I am from we treat each other with Aloha (love). It’s nice to be important, but it’s more important to be nice.
Power User Spotlight: David Ramirez, ActBold
David's Sales Hack: Be your genuine self
It isn’t that deep. I think as salespersons, we sometimes forget to be ourselves and feel like we need to recreate a perfect, stereotypical sales persona and we leave our personality at the door. When I reach out to a prospect (whether it’s on the phone or email), I like to personalize my pitch by adding a cheesy play on words using either their company name, mention I spoke to their colleague before getting transferred to them, etc. It is still important to keep it short and to the point, but short doesn’t need to be boring. This will break the mold of sales pitches everyone is used to hearing and will hopefully lead to a more natural conversation. If it doesn’t, at least you will make your prospect smile and leave them with a positive feeling about your company, product or service.
Power User Spotlight: Andrea Cadenas, Afterpay
Andrea's Sales Hack: Build prospect lists through etailinsights
My hack to help salespeople save time is to build lists through etailinsights. It helps me stay organized and helps me find fresh prospects with new leads that are being added to their platform daily. Spending less time cross referencing and searching for accurate prospects also leads me to be able to close deals quicker.
Power User Spotlight: Jason Hernandez, Citizens Pay
Jason's Sales Hack: Stay on top of your prospect's news
A simple ‘sales hack’ I’ve used with success is simply leveraging etailinsights' watch alerts function, along with ‘Google Alerts’. This allows me to stay on top of any relevant company alerts or announcements of prospects or customers. This can be a good indicator as to the current needs or goals within a company, including areas they are looking to focus on or expand – especially if these are areas you know your offering can benefit!
Power User Spotlight: Cindy Bradley, ShopRunner
Cindy's Sales Hack: Laddered prospecting
I have always employed a laddered prospecting approach. What that means is that while my most relevant contact is the VP of Ecommerce, I will pull contacts that are in supporting roles (manager level) for the same person and cross functional colleagues. The reason being, people in manager level roles are often more aspirational and looking for kudos internally, so they are more apt to take the time to digest a prospecting note and either respond or flip to the VP of Ecommerce. In this case, the senior colleague is more receptive to a conversation since it's been vetted internally. The same is true for their cross functional colleagues--since it's not their bailiwick, they are more apt to flip it to their colleague. Etailinsights gives me all the contacts from Manager to C-suite, enabling me to successfully deliver laddered outreach approach.
Power User Spotlight: Megan Quigley, Marketplacer
Megan's Sales Hack: Make friends with everyone you meet
Make friends with everyone you meet and don't take yourself too seriously! You will leave a lasting impression being genuine & listening. Not every conversation you have with a prospect has to be a hard sales pitch. It is fun getting to know people, and what drives the passion behind their projects and brands. The discussions you have where you empathize with your target, hear their goals, and support their visions are the ones that convert!
Power User Spotlight: Jackson Harrower, Boosted Commerce
Jackson's Sales Hack: Be transparent and fair
This is perhaps less of a hack and more of a philosophy, but the most important tenets for us to consider when approaching new sellers are transparency and fairness. We are only interested in win-win partnerships, so we'll look to structure transactions that provide maximum value in areas most important to sellers. We're always fully transparent about both our intentions and our thought process. Above all else, we want to be known for doing business the right way, and we've found this philosophy to be a tangible differentiator in attracting sellers.