The sales data we get from Yesware is invaluable. It allows us to easily inspect the sales cycle, determining the likelihood and timing of deals closing as well as uncovering specific coaching opportunities.
Dominic Garabedian, VP of Sales
Background
Mimeo is an innovative online managed content distribution and printing provider. The company’s global footprint and cloud-based platform provides customers with the simplest way to create, manage, and distribute the content and materials they rely on to do business.
Problem
Sending efforts into a black hole bred frustration
Mimeo’s VP of Sales was frustrated — and so was the rest of the team. They wanted their time back and they needed insight where they had none.
Reps were spending the majority of each day sending emails with no idea what was happening after they pressed “send.” There was a lot of watching and waiting. Leadership lacked insight and managers had no way to coach their reps. Instead, they were tasked with pressing the team to manually update their records in Salesforce.
Mimeo’s 105 reps were experiencing inefficiencies and a major administrative burden. Each day, they were entering prospecting data into Salesforce and writing and re-writing sales emails based on gut and replies in their inboxes. Everyone was hungry for a better way to know whether, when, and on what device prospects were engaging. That, and they wanted a platform for consistent, measurable, shareable email templates that would allow reps to continuously improve the effectiveness of their emails.
Solution
Adding automation and insight quickly boosts performance
Yesware beat the competition in Mimeo’s search for a tool that could deliver insight and time savings.
Mimeo reps gained immediate value from Yesware’s email tracking feature, and the Gmail dashboard gave reps complete data on email opens, clicks, attachment views, and multiple opens on other devices (email forwards). The sales team continued to work entirely in the Gmail experience they already knew, but with added abilities including:
- Real-time tracking notifications
- Template library
- Salesforce sidebar
- Email, call, and calendar auto-sync
Benefits
More hours selling + better data = more sales
With Yesware, the sales team went from 0 to 100 mph.
Reps and managers immediately saw conversation data and gained insight into which activities were pushing deals forward. Mimeo’s reps gained back two hours per day, freeing up 4,200 hours per month. The added data and efficiency gains led to a 10% increase in the productivity of first year sales team members. On top of that, leadership could pinpoint effective templates and uncover previously unknown information on the sales process.
“I can’t imagine running a team without them,” says VP of Sales about Yesware today.
