BROADCASTS.com

Published: Feb. 5, 2016, 5:24 p.m.

b'

Ep 172\\xa0Matthew Bellows, the founder and CEO of Yesware which serves more than 750,000 salespeople. Listen as Nathan and Matthew talk about the field of software sales effectiveness and when to hire a salesperson.

\\n

YOUR $100: Remember to subscribe to the show on itunes then text the word "nathan" to 33444 to confirm that you\'ve done it to enter to win $100 every Monday on the show. Do this now. Stop reading this and do it!

\\n

Click here to join the top tribe and instantly learn how Nathan made his first $10k at 19 years old: bit.ly/1SynoAg

\\n

Top Entrepreneurs join Nathan Latka daily inspired by, Art of Charm, Pat Flynn, John Dumas, Entrepreneur on Fire, Chalene Johnson, Lewis Howes, School of Greatness, HBR Podcast, the StartUp podcast, Mixergy, Andrew Warner, AskGaryVee, and the great hosts of BiggerPockets!

\\n

3 Key Points:

\\n

\\n
1. To be able to hire engineers to work on the projects they wanted, Yesware had to raise millions in capital instead of being bootstrapped.
\\n
2. Sales effectiveness is a field in which companies offer the service of using software to market more effectively.
\\n
3. Business is sometimes stereotyped as dry and boring. Matthew found that it could be creative and fun in contrary to his belief at 20.
\\n

\\n

Time Stamped Show Notes:

\\n

\\n
• 01:00 \\u2013 Nathan\\u2019s introduction to today\\u2019s show
\\n
• 02:03 \\u2013 Matthew joins the show.
\\n
• 03:18 \\u2013 Matthew just raised a total of 33 million in capital for his company.
\\n
• 03:40 \\u2013 They needed to go the venture capital route for Yesware in order to hire the engineers they wanted.
\\n
• 03:57 \\u2013 The company has 80 employees. Of which 30 are developers. About 25 people in the sales department.
\\n
• 06:04 \\u2013 Yesware has about 750K registered users. They are well above 10 million in annual topline revenue.
\\n
• 07:02 \\u2013 Yesware\\u2019s target customer is a company with 1K-2K employees and 200-300 salespeople.
\\n
• 08:51 \\u2013 The business\\u2019s average deal size is 500$ per month.
\\n
• 10:08 \\u2013 Hiring a salesperson depends widely on the product being sold.
\\n
• 13:05 \\u2013 Matthew generally wants customers to install Yesware because they try to provide value as fast and much as possible.
\\n
• 15:27 \\u2013 Matthew gives some advice on usage data .
\\n
• 16:15 \\u2013 Yesware is in the field of sales effectiveness or sales consideration. Their competitors are InsideSales or ClearSlide.
\\n
• 17:24 \\u2013 Matthew would like to end the year with a 30 million dollar run rate.
\\n
• 18:37 \\u2013 Famous Five
\\n

\\n

Resources Mentioned:

\\n

\\n
• Edgar \\u2013 Nathan uses Edgar instead of other scheduling tools\\xa0for Twitter because Edgar cycles through content over and over (buffer/others you have to re-input content over and over \\u2013 time consuming). In the last several months, Edgar has driven Nathan over 3728 clicks that he didn\\u2019t have to work or pay for. Here isNathan\\u2019s Edgar Content Calendar:
\\n
• Yesware \\u2013 Matthew\\u2019s business.
\\n
• LinkedIn \\u2013 Matthew\\u2019s LinkedIn
\\n
• Reed Hastings \\u2013 CEO Matthew follows
\\n
• The Alliance \\u2013 Matthew\\u2019s favorite business book
\\n
• Hearthstone \\u2013 Game Matthew plays
\\n
• NY Times \\u2013 Article featuring Matthew Bellows
\\n

\\n

Bio

\\n

Matthew Bellows is Founder and CEO of Yesware. Yesware serves more than 750,000 salespeople at companies like Acquia, Adroll, Groupon, Salesforce, Twilio, Yelp and Zendesk.\\xa0

Prior to Yesware, Matthew was the Vice President of Sales at Vivox. Before that, he served as General Manager 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.

\\n

Famous 5

\\n

\\n
• Favorite Book?\\u2014 The Alliance by Reed Hoffman
\\n
• What CEO do you follow?\\u2014 Reed Hastings
\\n
• What is your favorite online tool?\\u2014 Not a tool, but Hearthstone
\\n
• Do you get 8 hours of sleep?\\u2014 No
\\n
• If you could let your 20 year old self know one thing, what would it be?\\u2014Business is a lot more fun and creative than you think it is.
\\n

\\n

\\xa0

\\n

Listen to The Top if you want to hear from the worlds TOP entrepreneurs on how much they sold last month, how they are selling it, and what they are selling - 7 days a week in 20 minute interviews! Join the Top Tribe at http://NathanLatka.com/TheTop

\\n

The Top is FOR YOU if you are:

\\n

A STUDENT who wants to become the CEO of a $10m company in under 24 months (episode #4)

\\n

STUCK in the CORPORATE grind and looking to create a $10k/mo side business so you can quit (episode #7)

\\n

An influencer or BLOGGER who wants to make $27k/mo in monthly RECURRING revenue to have the life you want and full CONTROL (episode #1)

\\n

The Software as a Service (SaaS) entrepreneur who wants to grow to a $100m+ valuation (episode #14).

\\n

Your host, Nathan Latka is a 25 year old software entrepreneur who has driven over $4.5 million in revenue and built a 25 person team as he dropped out of school, raised $2.5million from a Forbes Billionaire, and attracted over 10,000 paying customers from 160+ different countries.

\\n

\\xa0

\\n

Oprah gets 60 minutes or more to make her guests comfortable to then ask tough questions. Nathan does it all in less than 15 minutes in this daily podcast that\'s like an audio version of Pat Flynn\'s monthly income report. Join the Top Tribe at http://NathanLatka.com/TheTop

'