etailinsights eCommerce Data and Sales Blog

Any good salesperson will tell you, an effective sales call is the result of good preparation.

Having an overwhelmingly large list of online retailer prospects is a pretty good problem to have, but it’s still a problem. I'm guessing you don’t have a lot of time to waste on prospects that aren’t eventually going to lead to a sale.

Trust is the foundation of every good business relationship, and without it, your leads won’t feel comfortable enough to tell you their problems or allow your company to provide a solution.

Now I know what you’re thinking.

The growth of your client base usually coincides with the strength of your email list. The better the list the more opportunity you have to generate sales because once you acquire a lead's email you have direct access to his inbox for correspondence and nurturing.

Closing a sale is usually the end goal, but that’s not where the work stops. Keep that celebratory lunch to about a half-hour so you can get back to the office to tackle a laundry list of tasks that should happen immediately upon landing each new client.

Whether you’re a well-known brand in your industry or you’re still trying to find a niche, I think it’s safe to say that every company wants to stimulate as much interest as possible around their brand.  And when you’re competing for attention online, it’s easy to fade into the background where etailers can’t find you.

Sometimes it feels like the eCommerce industry is literally changing overnight. It’s hard to overstate how quickly it shifts, which is why I’m constantly keeping an eye on the latest studies and statistics out there.

Cary, NC - Babe Ruth said it best: “Never let the fear of striking out keep you from playing the game.” That philosophy couldn’t be more self-evident than for the Miracle League of the Triangle, a non-profit organization that provides children and young adults with special needs and disabilities an opportunity to play America’s favorite pastime:  Baseball. Founded in 2006, the league is growing by leaps and bounds, serving over 450 children and adults in the Wake County, North Carolina area. This player-centric league takes place on a specially designed baseball field that is both fun and safe for all. However, the Miracle League is about much more than just playing a baseball game. There’s also a strong emphasis on team participation, building confidence, and of course, having a great time! Each Miracle League player is paired up with a “buddy” who assists with the player’s individual needs and supports them with hitting the ball, rounding the bases, and most importantly, being there as an encouraging new friend. The best part: there’s no keeping score, no errors, and no glorified champion at the conclusion of the baseball game. Everyone wins at Miracle League; the players, coaches, families, and volunteers all leave the field with a smile on their faces and a positive new memory created.

The Salesperson’s Compass Rose

Most know me as the former basketball star from the powerhouse that is The Collegiate School.  Joking of course, but in truth - Basketball taught me some great lessons that I still apply to my sales career.  We ran a very simple flex offense and every time it broke down, I knew we needed to take the ball out to the top, calibrate our court locations, and restart.  I like to call this "Finding North."  In fact, it is this technique of finding north that later led me to develop "The Salesperson's Compass Rose."