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!

...Ah, this preschool is just right.

Tip o’ the cap to Goldilocks. I’ve become an expert on child care options from nannies to pre-schools, and everything in between. My son Julian has unique needs regarding care.  Last month my wife went back to work, and we simply placed Julian into the most expensive school, thinking a high price would equate with being the best.

Wrong.

Julian

My son’s name is Julian.  But that isn’t what we call him, or at least not unless we really want to get his attention.  As an infant, he was a bit of a “Fussy Gus.”  So we started calling him Gus.  Then somehow it progressed to Gussy.  It stuck.  Poor guy.  But when his Mom really wants to get his attention, she will sternly say “Julian.”  He will turn immediately and look.

We are the Champions

Growing up in Chapel Hill, NC with two parents who attended the University of North Carolina and a Mother who worked for the university, no doubt I was a “Tar Heel Born and Bred.”  In elementary and middle school, teachers would roll televisions into class during March Madness and we’d watch basketball games instead of learning.  In High School, we simply didn’t attend much class during games in March, and it was essentially an excused absence.