HoosierDaddy

SDR

E-commerce persona resources

I just started a new role within E-commerce at a company that just began its outbound motion. In my month here I've helped set and change a lot of our processes because our entire motion was inbound until this point. The internal resources around personas are lacking, to say the least. We were supposed to have a manager start last week but he bailed the Friday before because our competitor threw him the BAG.

What resources do you savages recommend for me to just learn more about our buyer's pain points? Not as they relate to our value prop but just the day-to-day issues that a b2c/d2c CTO. CIO, CDO, or Director/VP of Ecommerce deal with.

I round-robin my bajillion questions to the AEs so as not to overwhelm them and am just looking for things to study on my own time. Thanks!

👑 Sales Strategy

🥫 Consumer Goods

🗝 Sales Enablement

9 comments

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UrAssIsSaaS

Arsonist

SaaS Eater

Go talk to your current customers and prospects. In my first sales role I learned so much about the industry but just asking prospects why/how something works. If you are genuine and have rapport people love to tell you what makes them great.

CuriousFox

WR Officer

🦊

Underrated advice. 💯

Diablo

Politicker

Sr. AE

Which business are you in, e-commerce platform, email marketing platform for e-commerce, chat services for e-commerce, marketing agency ....... and so on....

To start with, I would love to ask my few customers what there challenges were/still are (listening from horse's mouth), I would also read comments for my brand and competition on web like G2 to understand pros and cons of each brand along with pricing part. I would also focus a lot on after sales.

HoosierDaddy

Valued Contributor

SDR

E-commerce platform. Not on G2 yet (hopefully soon) but will jump in on some of the competitors. Thanks!

HoosierDaddy

Valued Contributor

SDR

It's tough to drill down because there are like 8 verticals we sell within our platform but it probably makes sense to just study them individually.

Diablo

Politicker

Sr. AE

Got it. You might want to tell your team to also focus on native integrations for (SMB/MM) customers. Focus on Partnership as well as they bring a lot of business for this segment.

HoosierDaddy

Valued Contributor

SDR

Oh yeah we basically are all APIs and integrate with everyone and our partnerships is really strong. Feel like they’re doing all the right things but enablement just hasn’t been fully rolled out and I’m sick of waiting.

donjuandelasventas

Personal Narrative

Manager, Sales Development

If possible, dig into your CRM and won opps - hopefully your Sales Ops team has fields that clearly outline pains, compelling events, value provide/success criteria and why you beat out competitors. You can even run a report based on champions to ID those titles and build out your playbook/messaging.

If you have 7-8 verticals to deal with, I'd recommend you get a list that focuses on a subset of those. Learn them, own them and THEN expand to more. You'll build off of what you internalized and can better shape that message across other accounts.

HoosierDaddy

Valued Contributor

SDR

So we got salesforce in April and have only been in market a year so not a whole lot of historical evidence at this point. I’ve been trying to internalize our best logos and the pain they were experiencing when they took on our product. But it definitely makes sense for me to be a PIM and OMS expert first

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HoosierDaddy

E-commerce persona resources

9 comments

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