<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=122028241995116&amp;ev=PageView&amp;noscript=1 https://www.facebook.com/tr?id=122028241995116&amp;ev=PageView&amp;noscript=1 ">

etailinsights eCommerce Data and Sales Blog

Use etailinsights' 'First Detected' information to time to your prospecting efforts, by Will Tafel

By Rachael Love on Sep 10, 2020 3:12:34 PM

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!

Continue Reading

The "No Demo" approach, by Chantele Gibson

By Rachael Love on Aug 19, 2020 2:59:53 PM

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.

Continue Reading

Building rapport, by Holly Exner

By Rachael Love on Jul 14, 2020 9:58:42 AM

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.

Continue Reading

Leverage relatable success stories with your prospects, by Christopher Vanning

By Rachael Love on Jun 16, 2020 2:29:08 PM

Power User Spotlight: Christopher Vanning, ClearSale


Christopher's Hack: Leverage relatable success stories with your prospects

Your company should have a positive history providing value to merchants and clients - use it! There will always be other competitors and ways to resolve the problems your product or service addresses. What they don't have is your company and client stories to relate to the prospective merchant. It's not about features and benefits, it's about outcomes! If you can identify and communicate the desired outcome that can align with your solution, you will almost always eliminate being reduced to a commodity.

Continue Reading

Be yourself, by Ashley Applegarth

By Rachael Love on Mar 24, 2020 2:35:58 PM

Power User Spotlight: Ashley Applegarth, Doddle


Ashley's Hack: Be Yourself

The true sales hack is be authentic, be yourself. It’s that simple.

Continue Reading

Tell a story that relates to your prospects, by Melanie Pawlak

By Rachael Love on Feb 18, 2020 11:28:11 AM

Power User Spotlight: Melanie Pawlak, LinkConnector


Melanie's Hack: Tell a story that relates to your prospects

Tell a story! Online retailers often want to know how someone in a similar role or industry vertical has benefited from affiliate marketing and LinkConnector’s capabilities.  By telling a story which describes how we have helped a customer overcome specific challenges and the results achieved through our technologies and affiliate relationships, helps the prospect to create a picture of the growth their company could obtain through an affiliate program.

Continue Reading

Build strong in-person relationships, by Birdie Bartholomew

By Rachael Love on Jan 7, 2020 10:57:06 AM

Power User Spotlight: Birdie Bartholomew, Happy Returns


Birdie's Hack: Build strong in-person relationships

Build strong relationships and take every opportunity you can to do so in person! There are a lot of companies out there solving problems, selling you things and wanting to work with you. Differentiate yourself by listening to them, getting creative in how you can solve their obstacles and go out of your way to meet them in person. In fact, make it a point to get to know the entire team and not just the decision maker. When I began building the Happy Returns relationship with Rothy’s, the VP of Operations was my main point of contact and primary decision maker. But, I went out of my way to individually get to know members of the Ops, Finance, Tech, Marketing & Product teams because I knew our integration and partnership would impact every single one of them. Make yourself an invaluable resource to your prospect before, during, and after the sales process is complete.

Continue Reading

Leverage previous conversations, by Jessica Rayner

By Rachael Love on Nov 21, 2019 4:53:02 PM

Power User Spotlight: Jessica Rayner, Clutch


Jessica's Hack: Leverage Previous Conversations

It's so important to always leverage previous conversations when reaching out cold. Referencing previous interactions will go a long way to show a prospect that you remember them and you value any communication with them. As you build rapport with prospects, and perhaps you find out something on a more personal level such as an upcoming vacation they're taking, it always goes a long way to reference any details you learned about them previously. This small touch shows openness and transparency in how you relate to your prospects! 

Continue Reading

Ask the right questions, by Mariam Avetisyan

By Rachael Love on Oct 23, 2019 4:33:17 PM

Power User Spotlight: Mariam Avetisyan, Annex Cloud 


Mariam's Hack: Ask the right questions

There is not really one sales hack, but one of my favorites is asking the right questions. Our ability to provide the right solution to our prospects depends on the questions we will ask. If we form our questions correctly, they will lead us where we want to go. Sometimes we get carried away with the conversation, focus on the things that are not important. We forget to ask the most important questions to determine our prospects needs, pain points, whether we are dealing with the right person, or if there is a fit between our companies. Doing prior research about the prospect and writing down our questions can help prepare for our call or meeting. Also, it’s better to ask questions rather than make assumptions.

Continue Reading

Use a personalized approach to connect with prospects, by Morgan Kamins

By Rachael Love on Sep 17, 2019 11:29:25 AM

Power User Spotlight: Morgan Kamins, Klarna


Morgan's Hack: Use a personalized approach to connect with prospects

My sales hack is to approach each conversation with a current or prospective retailer as a way to get to know them and their business on a more personal level and to use alternative avenues of outreach to your advantage. 

Continue Reading

Lists by Topic

see all

Posts by Topic

see all

Recent Posts