Startup Sales in the 21st Century
Selling to big companies as a startup is one of the hardest jobs around. Your product is still being built. You’ve only got a few bucks in the bank. And to top it all off, 24-7-365 access to information and competitive data is radically changing the way corporate buyers identify vendors, purchase products, and interact with salespeople. What do you do when your customer knows more about the competition than you?
In this session, Matthew Bellows of Yesware and Sanober Mukadam of Groupon will offer startup founders and executives a clear and actionable picture of how successful salespeople and buyers work together in the 21st century. Drawing on their respective roles as buyer (Sanober) and seller (Bellows), the two will discuss why modern salespeople must become trusted collaborators in order to stand out in a crowded marketplace and sell into large companies.
Matthew Bellows is Founder and CEO of Yesware, an email productivity company that helps salespeople close more business. Prior to Yesware, Matthew was the Vice President of Sales at Vivox. He previously served as General Manager and Board Member at Floodgate (acquired by Zynga), as Founder/CEO of WGR Media (acquired by CNET Networks), and as VP Sales and Marketing of Interstep (acquired by Flycast/CMGI).
Matthew earned his B.A from Naropa University and his M.B.A. magna cum laude from The Olin School for Business at Babson College.
Sr Mgr of Sales Strategy & Operations
Sanober Mukadam is a management executive with 10 years of business experience. She is currently Senior Manager of Sales Strategy and Operations for Groupon, where she is responsible for setting up the infrastructure and conditions for success so that the sales organization can achieve its strategy and goals. Prior to Groupon, she was a VP at Citadel Investment Group (a private hedge fund) in the operations and strategy space.