Want insights on the performance of D2C, eCommerce brands in the US & India during COVID lockdowns?
Visit Our Markets Data

4 better ways to score your eCommerce sales leads

Ashwini Murthy
Ashwini Murthy
Jan 16, 2018
Min Read

If you’re selling to e-commerce and retail companies, it’s fairly easy to gauge the market size by reading all reports. There are about 1.3 million e-commerce companies just in North America. The list of big players in this field is easy to come across. But, what about the not-so-big players out there? Only 13% of the e-commerce companies make $1M+ from web sales. The rest 87% are the not-so-big companies. Any seller looking to sell to e-commerce companies but aren’t looking at this massive chunk are missing out on a great opportunity. We have already written about how companies can qualify e-commerce sales leads before. We’ve decided to take a deep dive into this. Here’s how you should qualify your e-commerce sales leads if you’re a fulfillment company.

1. Use online traffic to calculate shipping volume

An e-commerce company’s online traffic along with other values can be used to calculate its shipping volume. Here’s how: - Multiply the online traffic with the conversion rate of the e-commerce company. Online traffic can be gauged from sites like Site worth traffic. Conversion rate benchmarks are released quarterly by Monetate. This gives you the number of buyers. - Multiply the above value with the average SKU price to get the online revenue. - Average basket size = Total units sold ÷ number of invoices. - Online revenue ÷ Average basket size = total number of shipments. The above calculation is based on the assumption that each order is shipped out as 1 shipment. However, that’s rarely the case.

2. Who handles their returns?

It’s pretty simple to identify if an e-commerce company has a return policy in place. If the return policy on their website still has the retailer’s address and not an outsourced fulfillment partner, then there is an opportunity for one.

3. Do they ship cross-border?

There are 2 methods to find out if an e-commerce company ships cross-border. An easy way is to go through their shipping policies page. The “We ship internationally” or “We don’t ship outside US/Canada” usually answers your question. Another method is to go through their bill of lading data. There are providers out there with access to this information. But for scoring one lead, this requires a lot of effort.

4. Do they have a shipping API integration?

Has the e-commerce company partnered with a shipping carrier? This question can be answered by deducing which APIs they have integrated into their website. There are easily 50+ ways of doing this. But, not a single method is scalable. The above 4 methods help you qualify your e-commerce sales leads better. But, each method requires a considerable amount of time, data or manpower or a combination of those. PipeCandy does all these and more. [Link tag="https://pipecandy.com/schedule-a-demo" title="PipeCandy provides shipping volume, shipping carrier integrations, online revenue, omni-channel presence, and basic firmographic data along with other information."][/Link] We also build data-science models to predict which technology a prospect is in need of. Get a custom data-science model for your company. Talk to us!

Trusted by world's leading eCommerce enablers to research eCommerce companies and reach out to them
Get 30 mins free consultation with our research analyst.
Book Consultation
company-logocompany-logocompany-logocompany-logocompany-logocompany-logo
company-logo
awards-img
Be a Segmentation Superpower
eCommerce-specfic lead qualification criteria
Freedom from non-Commerce databases.
Predictable demand generation. Very precise segmentation & messaging.
Free Trial
A writer by day. Illustrator by night. Currently trying to conquer the B2B marketing world one baby step at a time. Loves everything outside her comfort zone.

Get PipeCandy essays straight to your inbox.

Every week we send out one deeply researched essay that captures the eCommerce industry and its evolution, right to your inbox. 50%+ open rates for a year now.
Trusted by 22,804 DTC & eCommerce industry insiders.

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
Prospector

The holy grail of predictable demand generation

Build surgically precise lead lists of your ideal eCommerce customers
Start Free Trial
Firehose

Closed lost? Not really.

Enrich your leads & engage again. Generate demand from your ignored CRM leads with right segmentation and messaging.
Start Free Trial
Researcher

The gold standard of eCommerce market size estimates

We hand-count & research every active eCommerce company. Know your true TAM.
Start Free Trial

Get PipeCandy essays straight to your inbox.

Every week we send out one deeply researched essay that captures the eCommerce industry and its evolution, right to your inbox. 50%+ open rates for a year now.
Trusted by 22,804 DTC & eCommerce industry insiders.
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.

Get PipeCandy essays straight to your inbox.

Every week we send out tidbits that capture the eCommerce industry and its evolution, right to your inbox. It's free. No spam. Choose to opt-out whenever.
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
eCommerce-specfic lead qualification criteria
Freedom from non-Commerce databases.
Predictable demand generation. Very precise segmentation & messaging.
Free Trial
Be a Segmentation Superpower
eCommerce-specfic lead qualification criteria
Freedom from non-Commerce databases.
Predictable demand generation. Very precise segmentation & messaging.
Free Trial
A writer by day. Illustrator by night. Currently trying to conquer the B2B marketing world one baby step at a time. Loves everything outside her comfort zone.
A writer by day. Illustrator by night. Currently trying to conquer the B2B marketing world one baby step at a time. Loves everything outside her comfort zone.
hm.com
HQ Location: Beaverton, Oregon, United States Of America, 97005
hm.com, operated by H & M Hennes & Mauritz AB, is an internationally-focused online store that generates eCommerce net sales primarily in Germany as well as in the United States and the United Kingdom. With regards to the product range, hm.com achieves the greatest part of its eCommerce net sales in the “Fashion” category.
Web Sales
Order Volume
Commercepedia Maturity Score
Record Coverage
High
Category
Arts and Entertainment, Business and Consumer Services, Business and Industrial, Consumer Electronics, Health and Fitness
Sub Category
Arts and Entertainment, Business and Industrial, Office Supplies and Stationery, Technology and Computing
hm.com funding details
Total venture and debt funding raised by hm.com from accredited investors.
View full report
The most accurate online retailers dataset curated by algorithms & analysts
The most accurate online retailers dataset curated by algorithms & analysts
A writer by day. Illustrator by night. Currently trying to conquer the B2B marketing world one baby step at a time. Loves everything outside her comfort zone.
A writer by day. Illustrator by night. Currently trying to conquer the B2B marketing world one baby step at a time. Loves everything outside her comfort zone.
Trusted by world's leading eCommerce enablers to research eCommerce companies and reach out to them
Get 30 mins free consultation with our research analyst.
Book Consultation
company-logocompany-logocompany-logocompany-logocompany-logocompany-logo
company-logo
awards-img
Trusted by world's leading eCommerce enablers to research eCommerce companies and reach out to them
Get 30 mins free consultation with our research analyst.
Book Consultation
company-logocompany-logocompany-logocompany-logocompany-logocompany-logo
company-logo
awards-img
Prospector
The holy grail of predictable demand generation
Build surgically precise lead lists of your ideal eCommerce customers
prospector-img
sm-logo
Firehose
Closed lost? Not really.
Enrich your leads & engage again. Generate demand from your ignored CRM leads with right segmentation and messaging.
firehose-img
sm-logo
Researcher
The gold standard of eCommerce market size estimates
We hand-count & research every active eCommerce company. Know your true TAM.
Researcher-img
State of the Direct-to-Consumer Industry in 2022
New
State of the Direct-to-Consumer Industry in 2022
The direct-to-consumer sector as we see today is far different from what it started off as about a decade ago. What we see about the DTC space today with data-driven research insights?
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
COVID Impact on US D2C brands
New
COVID Impact on US D2C brands
Which D2C categories thrive & which ones struggle due to COVID? – A data-driven report.
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
DTC Playbooks
New
DTC Playbooks
How do D2C brands think about growth? A perspective from early days of DTC.
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
Global eCommerce market size
New
Global eCommerce market size
Total addressable market size of eCommerce companies in the US and other major markets
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
Subscription eCommerce industry report
New
Subscription eCommerce industry report
Total addressable market of subscription eCommerce companies
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
Fashion industry & D2C fashion brands
New
Fashion industry & D2C fashion brands
How big is the fashion industry and how are the brands distributed by revenue?
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
More Reports
New
More Reports
Country-specific eCommerce TAM reports & white papers
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
State of the Direct-to-Consumer Industry in 2022
New
State of the Direct-to-Consumer Industry in 2022
The direct-to-consumer sector as we see today is far different from what it started off as about a decade ago. What we see about the DTC space today with data-driven research insights?
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
COVID Impact on US D2C brands
New
COVID Impact on US D2C brands
Which D2C categories thrive & which ones struggle due to COVID? – A data-driven report.
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
DTC Playbooks
New
DTC Playbooks
How do D2C brands think about growth? A perspective from early days of DTC.
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
Global eCommerce market size
New
Global eCommerce market size
Total addressable market size of eCommerce companies in the US and other major markets
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
Subscription eCommerce industry report
New
Subscription eCommerce industry report
Total addressable market of subscription eCommerce companies
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
Fashion industry & D2C fashion brands
New
Fashion industry & D2C fashion brands
How big is the fashion industry and how are the brands distributed by revenue?
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
More Reports
New
More Reports
Country-specific eCommerce TAM reports & white papers
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
Prospector
The holy grail of predictable demand generation
Build surgically precise lead lists of your ideal eCommerce customers
Qualification Criteria
Technology Catogories
30 of 30 Catogories Selected
Website Technologies
6 of 1.5K Web Tech Selected
Product Category
Fashion & Apparel & 1K more
Product Sub Categories
Accessories, Babywear & 1k more
Web Traffic Rank
<1M, 1M-5M, 10M-25M & 9 more
Web Sales
<$1M, $1M-$5M, $10M... & 9 more
Countries
USA, Canada, UK & 192 more
States
California, Florida & 748 more
Customer Type
B2B, B2C, B2G, C2C
Physical Store
Choose Option
Own Brand
Choose Option
Business Tags
Subscription, DTC & & 500 more
Monthly Unique Visitors
$0 - $10B
Monthly Shipping Volume
<100, 100-500 & 5 more
Payment Partnerships
Alipay, Vantiv CNP & 2k more
Logistics Partnerships
UPS, FedEx, DHL & 2k more
Technology Catogories
Content Delivery
or
Content Management
or
CRM
or
Website Technologies
Azure Edge
or
CloudFront
or
Turn
or
DemDex
Apply Criteria
Let's Get Started!
Narrow down your keyword search using 'Commercepedia Keyword Search' on Top
Find a comprehensive list of eCommerce companies & DTC brands using 'Filters'
Powered by PipeCandy's Proprietary Online Merchant Graph!
Slice & Dice
D2C companies based on attributes made possible for the first time with Commercepedia
Advanced Search
This is some text inside of a div block.
Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.
Filter by Sub-categories
Reset All
314
314
314
314
314
Filter by Annual Revenue (USD)
110
410
124
45
15
HQ Location
15
15
15
15