Reba Cox joins the Bowery Capital Startup Sales Podcast to share her experience as a buyer from organizations like MongoDB, Philips, and ESAB. Topics include 1) what procurement actually does behind the scenes 2) negotiating price vs value with procurement 3) why procurement will never be your champion and strategies to keep them from becoming a blocker.
This week the Bowery Capital team hosted Matthew Bellows, Founder and CEO at Yesware, to talk about turning sales failure into sales success. Yesware’s suite of sales tools improves prospecting and tracking abilities, leading to more closed deals with less time spent. In our podcast, Matthew and I discuss identifying failures, crafting solutions to turn them around, and then effectively implementing those solutions. He speaks about the definition of sales success, and how long a startup early in their cycle might need to observe before they can accurately judge their situation. Yesware also recently transitioned away from a freemium model, so Matt shares with us exactly how that decision was made internally and how it was executed externally with their customers. We further dug into how to appropriately evaluate customer acquisition alongside paid conversion. Should every new customer brought in be considered a sales success, or merely those who generate revenue? Matthew takes us through what has worked for him at Yesware, and explains how he is continuously testing new strategies, as sales can always be better. Listen here, learn more below, and make sure to subscribe for a new episode every Friday!
Matthew Bellows is CEO of Yesware. He is responsible for sales, product vision and strategic direction of the company. Matthew brings more than 10 years of experience from prior roles as Vice President of Sales at Vivox, General Manager at Floodgate (acquired by Zynga), Founder/CEO of WGR Media (acquired by CNET Networks), and VP of Marketing of Interstep. He arned his B.A from Naropa University and his M.B.A. magna cum laude from The Olin School for Business at Babson College.
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Jonathan Cochrane (VP Operations, SaaSOptics) joins the Bowery Capital Startup Sales Podcast to discuss 1) how being able to adapt your demo on the fly leads to sales 2) why trying to show all your product features is like a terrible first date and 3) what he looks for when teams present vendors to him for budget approval.
Chad Wonderling (Chief Accounting Officer, Salesloft) joins the Bowery Capital Startup Sales Podcast to discuss 1) what is a CAO and how is it different to other finance roles, 2) what makes an outbound email stick out, 3) how to use LinkedIn to build relationships with prospects, and 4) why sales is a lot like dating.