Nick's Sales Hack: Leverage etailinsights for Account Based Marketing
Use etailinsights for "Account Based Marketing" – calling or emailing a contact/account with a targeted message. If you are an email service provider, you could run a report in etailinsights of every company using your top competitor (i.e. MailChimp could target everyone using Constant Contact). You can then use that report to build out your top accounts, create a sequence of messaging, and build out a successful cadence of calls/emails.
etailinsights Power User Interview
Nick, what is your favorite restaurant and why?
Smoke Daddy in Wicker Park – Great BBQ, good beers, and an underrated place to watch a game. My favorite is their brunch. They have a pulled pork eggs benedict (hack is to substitute brisket for the pulled pork IMHO) that is simply amazing. This is paired with their famous hash browns (baked with sausage gravy I believe) and is the only cure after a night out. Most people don’t know they serve brunch, so avoid the long lines at traditional brunch spots and thank me later.
What drove you to begin a sales career in eCommerce?
I spent the last three years in InfoSec. An excellent industry with a lot of opportunity, but Security doesn’t contribute to the bottom line (some will argue otherwise). Security budgets are constantly placed on the back-burner for revenue generating projects such as eCommerce.
I always knew eCommerce opportunity was plentiful, but I never considered it until a recruiter presented an opportunity at LYONSCG. I did my own research and realized eCommerce is larger than InfoSec and we are only at the tip of the proverbial "ice-berg."
How are you using etailinsights to save time, find more prospects, and close more business?
I use etailinsights every time I view a client record in Salesforce. I’m constantly cross-referencing etailinsights data with LYONSCG data. This is a very manual process and by no means a quick fix. I view etailinsights as a sales aid, always a tab open next to CRM and LinkedIn. Most importantly for me, etailinsights is a starting point with each and every account. If I can find one person related to eCommerce in etailinsights, I can build out the rest of the team via LinkedIn. Simply put, etailinsights is an excellent foundation for every account.
What is your favorite Top 40 eCommerce Conference and why?
IRCE – it’s the only conference I have been to thus far since entering eCommerce sales 6 months ago. I would love to attend NRF in New York in the future.