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Demo Diaries: Ep 043 | “Training Your Sales Teams To Understand Their Buyers”

: In this episode, our host Jorge L Soto interviews Ian Adams, VP of Sales & Marketing at Yesware.


Ian has been a thought leader in the SaaS sales world for near a decade. I first met him in San Francisco where he was running sales events for the community. He then joined Yesware early on, where within months of his arrival improved their sales process, positioning, and eventually took over both the sales and marketing functions.

He’s only a great business mind but a great human. In this conversation, Ian talks about product-led growth, sales process, and more!


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Letting The Buyer Guide The Sales Process


— Social Handles ‍

Expert’s Linkedin:

Company’s Linkedin:


— Company Overview

Today, 68% of people would rather not talk with a salesperson when buying a product or service. Words often used to describe salespeople are “annoying,” “pushy,” and “aggressive.” Yesware is on a mission to change that. They help salespeople deliver great buying experiences for their customers by giving them the tools to reach out and connect with more buyers in a thoughtful way.

Yesware’s add-on for Outlook and Gmail is an all-in-one toolkit for sales. Get everything you need to prospect, schedule meetings and follow up – right from your inbox.

For teams, they provide a sales engagement platform with less complexity and more personalization, at half the cost of alternatives. Track, analyze, and standardize what’s working across your team.

Yesware has been installed over 1.2 million times. We support small businesses and large enterprises with over 1,000 person teams. Companies like Yelp, Twitter and trust Yesware every day to power their sales workflow and drive revenue growth.

Company’s Website:

— Demo Diaries focuses on interviewing top sales, marketing, and customer success leaders around demo best practices and related topics.

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