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etailinsights eCommerce Data and Sales Blog

Be open to trying new things, by Erik Reed

By Rachael Love on May 7, 2019 2:53:29 PM

Power User Spotlight: Erik Reed, Webgility


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Make your bed every morning, by Ann Schrader

By Rachael Love on Apr 15, 2019 1:09:50 PM

Power User Spotlight: Ann Schrader, Amplience


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Make it an end-of-day habit to always look ahead to the next day, by Nick Rusconi

By Rachael Love on Mar 12, 2019 9:28:56 AM

Power User Spotlight: Nick Rusconi, Zmags


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Organization is just as important as hustle, by Tim McSweeney

By Rachael Love on Feb 6, 2019 12:11:30 PM

Power User Spotlight: Tim McSweeney, Feefo


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Personalize Your Emails, by Zach Francque

By Darren Pierce on Oct 17, 2018 10:43:56 AM

Power User Spotlight: Zach Francque, ATTRAQT


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Sales Hack: Using First Name in Subject Line

By Darren Pierce on May 12, 2017 6:16:58 AM


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.

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Don’t Forget to Listen to Your Customers, by Taylor Philippi

By Darren Pierce on Mar 22, 2017 7:54:23 AM

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.

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Sales Hack: Include Phone Number in Subject of Calendar Invite

By Darren Pierce on Mar 15, 2017 1:51:59 PM

And Hollywood says, “Where’d who go?”

Without a doubt, my favorite movie as a kid was Top Gun. I knew all the lines to the movie. My Gramps (J.B. Pierce) flew in fighter jets in the Marine corps (actually, he was a “gunner”), and he gave me his old helmet. I had an Atari joystick. I’d parlay these into a re-enactment of Maverick’s attack on Russian jets over and over. Sometimes I’d let Ice Man get shot down.

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Sales Hack: The Scout and Base Model for Trade Shows

By Darren Pierce on Mar 6, 2017 4:15:20 PM

My High School Reunion

Recently, against my will, I attended my 20-year high school reunion. I didn’t want to go. But I was encouraged (read: forced) by a good friend, so I attended. I’m glad I went because it was great to see everyone.

Unfortunately, we didn’t rent out the entire bar. Therefore, there were lots of people in the bar whom did not attend my high school. This was a recipe for disaster because many times I entered discussions with folks who weren’t from my school, and this took away the limited time I had to speak with my true classmates. And worse, I was confronted by a few people who remembered me, but I didn’t immediately remember them, and that feels terrible.

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Localize Your Prospecting, by Ryan Fitzgerald

By Darren Pierce on Feb 15, 2017 2:11:19 AM

Power User Spotlight: Ryan Fitzgerald, eAccountable

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.”

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