George's Sales Hack: Ask How Decisions Are Made
Ask the person you are speaking with one simple question: "Have you ever purchased software for a company before?" Surprisingly prospects do not get rubbed the wrong way by this. Frequently the answer is no, and it immediately gives you a position of authority and expertise that you knew to ask the question. It forces the prospect to think about their company's buying process. Don't worry, they will thank you later when you are driving value for them twice as quickly as you would have been with a bogged down, first-time buyer's process. Get them to realize that it will take consensus in this day in age to actually purchase. Obviously there is a proviso to this: don't ask someone who very likely has purchased on behalf of their current business or in a prior role. More times than not, though, it really speeds things up.
etailinsights Power User Interview
George, what is your favorite restaurant and why?
Dashi (Durham, NC) – I love the atmosphere and the price for Japanese food in the portions they give is fantastic. It is located like a hole-in-the-wall but is very clean with great service.
What drove you to begin a sales career in eCommerce?
The data. I was a psychology major and I love thinking about the psychology behind the buying process. When you layer data science on top of a psychological viewpiont of the buying process it becomes very, very interesting. Particularly in light of numerous studies that the worst source for accurate information for why someone made a particular decision is themselves. Even a random person is closer to the true motivation behind a decision than a person is themselves.
How does Windsor Circle help etailers?
Windsor Circle helps retailers by providing them with the ability to grow customer value without investing substantial man-hours into the effort. We've done integrations for five years. We guarantee them. No one else does. Our interface is the TurboTax of marketing software. It is built for marketers, not programmers.The power of automation via data science ran on full purchase data in the retail space will only continue to grow in the future. We also partner with numerous marketing agencies, ecommerce platforms, and ESP's to bring optimal value to our joint clients.
How are you using etailinsights to save time, find more prospects, and close more business?
I use etailinsights for prospecting. Specifically, I use etailinsights to see the recent campaigns prospects have sent and the industry articles etailinsights provides to strategically plan for every call. I frequently request profiles, and the response time is amazingly fast. If the profile does not match etailinsights's criteria they are always very clear as to why. If during the sales process things slow, I will use etailinsights to find a more senior decision maker and unstick the deal.
What is your favorite Top 40 eCommerce Conference and why?
Magento's Imagine conference and IRCE are two of my favorite events on the conference circuit, where our green pants can be found in abundance!