Press Release

Press Release

Yooba Sales Presentations Solution Integrates with Microsoft Office 365 to Store and Organize Sales Materials Stockholm – August 31, 2016. Yooba today announced plans to integrate its Sales Performance Management Platform with Microsoft Office 365 to provide additional document management capabilities. Content availability is fundamental to any modern sales conversation, and if companies are to make sustainable progress in their sales operations, they need to be able to align sales and marketing departments. Enhanced sales effectiveness ”By integrating Office 365, we will get closer to our clients’ ecosystems and given that, will naturally optimize their processes,” said David Nordin, CEO and founder of Yooba. ”Ultimately, we will generate sales effectiveness by providing controlled and validated content to individual sales reps and by doing so, provide a more streamlined process for marketers and key account managers managing that content.” “We’re pleased to see Yooba’s commitment to Microsoft,” said Rob Howard, director of Office Ecosystem, Microsoft. “Through its integration with Office 365, Yooba is helping provide sales organizations with a powerful and easy-to-use experience.” Data aligns sales and marketing Yooba automatically gather usage and consumption data from a wide set of client encounters, from personal customer meetings to shared online presentations. The aggregated data is exported to Microsoft OneDrive for Business on a daily basis. By levering the analytical power of Microsoft Power BI, along with Yooba’s customer tailored KPIs, the usage data can be transformed into deep and objective insights into many aspects of the sales process, producing sales content that is actually effective. With these insights in hand, marketers can apply a more pragmatic and sales-focused perspective in the...
Three Musts for the Modern Sales Approach

Three Musts for the Modern Sales Approach

With this new age of information there are great opportunities: new possibilities for increased growth, streamlined systems, and more a meaningful connection with your buyers. Even though the dynamic between buyer and seller is rapidly changing, there are ways to stay ahead of the game and powerfully convey your product’s value. Though the buyer is far more informed than ever before, it is possible to give your prospect an unprecedented experience. In order to do this, the modern sales rep needs to do the following: 1. Connect with the buyer in meaningful ways that address their problems and anticipate their concerns. ● Researching the company’s history, industry, industry trends, and competitors enables the salesperson to fully anticipate the specific problems that the prospect is facing, and serves as a point of trust and competence in conversation. ● Possessing dynamic interpersonal skills is always an asset, as is being personable. If possible, knowing more about the prospect to relate with them better is helpful; this is as simple as checking out their LinkedIn profile.   2. Obtain this multifaceted understanding with research, training, and preparation. The right technology can support and enhance this. ● Other peers in your company, such as customer service, other sales reps, marketing professionals and think tank studies can give a different perspective on the type of issues your prospect might be facing. ● The right presentations with all of this information in mind will make it more valuable and exciting.   3. Complete your sales conversation with technology that’s engineered to enhance your buyer’s experience and help drive home results. ● Your sales conversation will be made...
What’s the Value of Multimedia in Sales Meetings?

What’s the Value of Multimedia in Sales Meetings?

Part II of a Series about Creative Sales Presentations.   “Creativity is just connecting things. When you ask creative people how they did something, they feel a little guilty because they didn’t really do it, they just saw something. It seemed obvious to them after a while.” – Steve Jobs If creativity is one of the most important aspects missing in today’s sales meetings, then multimedia technology that supports creativity is clearly a must. In Salesforce Research’s “2015 State of Sales”, the findings indicate that high­ performing sales teams use “nearly 3X more sales tech than underperforming teams, freeing them from process heavy tasks” which gives them more time to do what they do best: sell. Using creative instinct in helping to determine sales approach is the first step; the next is deciding upon the technological medium for implementation. The tools we’ve grown accustomed to, like Powerpoint, Excel, and paper products, are no longer enhancing sales. The new leaders of sales today are using apps that bring in the most current, interactive, technology.   Preparing for the Sales Meeting: 1. Creative implementation: In using a centralized technology­ based tool to create a sales presentation, teams across departments such as Marketing, Creative, and Sales can collaborate and add to the discussion of what the sales rep finally presents. Within this collaboration, new ideas are formed and creatively implemented. 2. Multimedia capabilities: With the right technology at a sales meeting, videos, infographics, and images of current clients can be displayed. These types of elements provide a subconscious connection, are more interactive, and are more striking than static images. During the Meeting: 1....
What’s the Value of Creativity in Sales Meetings?

What’s the Value of Creativity in Sales Meetings?

Part I of a Series about Creative Sales Presentations. In the IBM study of 1,500 Chief Executive Offices from 60 countries and 33 industries worldwide, it was found that creativity—not rigor, management discipline, integrity or vision— was more crucial to navigating an increasingly complex world. Creativity is commonly defined as a “phenomenon whereby something new and somehow valuable is formed.” But what does that mean for those of us in sales? In the context of sales presentations, creativity comes into play in both the background preparation of the sales presentation, and the “think on your toes” moments inside the sales meeting. Both require research, knowledge, and an integrated understanding of the buyer’s struggles and behavior patterns. Sure, everyone wants to use the best sales presentation software and tools, but before we start talking technology, we need first to address our brains. Here are some ways you can encourage creativity in your team and individual reps. Creativity in Sales Meeting Preparation. Knowing the prospects’ industry, pain points, and buying attitudes is the foundation of creativity before the sales meeting. Creativity needs focus to thrive—a contextual aim that propels new ideas to occur. To help foster creativity for sales reps, it’s important to employ the following while developing sales meeting materials: Give direction to employees, then space: Giving teams the task of developing a new way to present the product or solution is the first step. The next step is time: time to allow individuals to find their ideas in the unlikely places they normally appear, like on breaks or time off. Creative ideas are rarely conceived on the spot, or...
Biggest Sales Challenges for 2015

Biggest Sales Challenges for 2015

A recent survey from the sales training and coaching consultants at Richardson points out some interesting results for the top sales challenges for 2015. The study is based on 370 responses from sales reps, sales professionals and sales leaders, mainly from B2B industries. Gaining appointments with leads and potential buyers is respondents’ top prospecting challenge in 2015; the second being identification of potentially solvable triggers/sales signals. The third is creating a targeted prospecting strategy.   Gaining appointments in a highly competitive landscape where buyers have much more control is a major challenge for all of us. Generating leads, and especially qualifying them, is — from a sales perspective— one of the main marketing challenges today. It becomes even more challenging when you actually get to encounter a potential buyer, and you have that one opportunity to create value and insight during the sales conversation.   What actually will bring the real insights is real data which uncovers what sales conversations are actually based on. And if they’re done right, as we talk about here, those conversations are based on clients’ needs.  This is where new sales technology enables new opportunities to actually know what happens during sales conversations—which then provides the basis for improvements for both sales and marketing, and eventually individual sales reps. In frequent conversations with sales management, we get clear indications about this need for real-time sales meeting data. For example,  even when a CRM is used correctly, there are glitches in the information that managers receive. Even with the strongest, most responsible sales reps, there’s usually a gap in understanding what’s happening out there in the...
Everyone buzzes about being “customer-driven”— but what does it actually mean?

Everyone buzzes about being “customer-driven”— but what does it actually mean?

Property managers, software developers, and bankers — simply everyone talks about how they work with processes that are customer-driven. Sure it’s a buzzword, and there are several reasons why many companies use it. And, when properly used, customer-driven processes and activities are golden eggs for your sales. Studies indicate that buyers now have already completed up to 60 percent of the buying process before they contact a potential supplier. They have read and compared alternatives and discarded businesses and solutions that they do not believe can solve their problems. Our experience is that it has become harder for clients to commit to meetings, and that the requirements for the meeting itself have increased significantly. You need to be able to deliver your presentation according to the new expectations as an expert, rather than a “talking catalog.” It’s not about you. A customer-driven process is about meeting customer needs and expectations—and to answer the questions that they ask. It’s not only to find out what customers think, but why they think like they do, and then provide your solution on that basis. Customer-driven sales presentations work the same way as qualitative research. Unlike quantitative surveys—where the goal may be to get as many YES or NO answers as possible —the purpose of a qualitative study is to go deep and find out, in detail, what a person wants, thinks, or feels. Seen in this light, authentic customer-driven presentations address the prospect in the same way a market research company asks during random phone calls—with detailed-focused questions that require thought-out answers. Simply stated: the purpose of a customer-driven sales presentation is...
Yooba at Sales Innovation Expo 2015

Yooba at Sales Innovation Expo 2015

We’ll be attending the Sales Innovation Expo in London on May 13-14th. Registration is free and please get in touch if you’re planning to go. Are you leaving your one sales opportunity up to chance? Yooba is a sales meeting performance company. We offer cutting-edge solutions to serve one core purpose: increase your sales meeting success rate. Our platform is used to create and distribute stunning sales presentations, while delivering complete and actionable data that informs best practice behaviour. The shift has already happened. Are you kitted for the new sales paradigm? Large investments are made into your sales process: • From product development and packaging — to segmentation and prospecting. • From sales promotion and sales presentations…to corresponding learning and training. • From meeting arrangements to reporting on your CRM system. • From sales rep recruiting to staff-turnover reduction efforts. It’s now common knowledge that the so called “sales process” has shifted into a “buying process”. They are more educated, and are typically 60% through the purchase process before they make contact. – Your job is not just selling anymore —it’s filling in your client’s information gaps, and creating trust and loyalty. In earlier days, linear presentations educated the customer perfectly—but today you require dynamic presentations: where you can answer the client’s questions by accessing relevant content with a quick “click” in real-time. In doing so, you are seen as competent, trustworthy, and seamlessly on top of things – qualities that provide true customer focus and service! Improve overall meeting performance through empowerment and control. If asked, your best performing sales reps could only increase their performance by...
Seven Tips for Creating Outstanding Client Dialogues

Seven Tips for Creating Outstanding Client Dialogues

A study with 1,400 B2B customers across separate industries revealed that almost 60 percent* of a typical purchase decision is made before a customer even talks to a supplier. Customers read up on the subject, compare options, and reject solutions that they don’t believe are for them—without ever giving businesses a chance for a direct encounter. So, when you enter a meeting, how can you be sure of what the customer wants to talk about—and be prepared for it? The answer lies in customer-driven processes; which revolve around around meeting customer needs and expectations, and providing the answers their questions. The aim is to not only find out what customers think and feel—but to find out why they do so…and then build a solution on that basis. Here are seven tips for creating meetings and dialogues that to a larger extent are driven by the customer—not the seller.   1. Listen, and let the customer lead the way. Go to the meeting with the attitude that you are there to learn about the client and their industry. Listen to what the customer has to say and try to understand the challenges, problems, buyer role and opportunities they face before you suggest a solution. Only when you have created some degree of trust can you really start thinking about your solutions. 2. Sell what the customers need, not what they want to buy. Before your sales meeting, customers have already identified their problems and have chosen you—and a number of other companies—as potential suppliers to the solution. The customer is obviously an expert in their field, but their perceived problems...
Smarter Sales Presentations for the Food & Beverage Industry

Smarter Sales Presentations for the Food & Beverage Industry

Sales people have traditionally traveled around with thick sales binders, had three minute customer sales calls over a pallet of goods, and “operated under the radar” of sales management. Now, new technologies are changing the entire landscape – from smart phones to digital tablets – and companies’ sales organizations have to adjust to compete in the modern digital world. Via many discussions with clients and prospects in the food industry, we have identified three opportunities and competitive advantages to connect the company’s sales force and make it truly mobile. Business Opportunity 1: Become Paperless Media has for many years reported on the paperless society and how it will replace pen and paper. The truth is that digital tools – such as tablets – are complementary in nature. And they bring much greater benefits than simply being easy to carry around. Printed materials are rarely updated and quickly become outdated. Any errors in sales sheets and catalogs are usually not corrected and remain until the next reprint or until the campaign is over. By producing and distributing all campaign and product materials via a secure Web service, you are guaranteed that the sales materials are always up-to-date. You also know how many sales people have adopted to use the digital sales content and can see which ones are still using printed content. This provides an opportunity for sales managers to provide coaching and training on an individual basis when needed. Business Opportunity 2: Make Joint Visits “After the Fact” An effective sales coach bases his engagements on what each individual sales person needs in order to perform at maximum potential....

A Meeting Performance Platform

Yooba Sales Meeting Performance provides strategic and functional sales technology designed to increase productivity and sales results. By providing interactive content, training, and analytics for sales reps and frontline managers, Yooba powers client-facing meetings with an unprecedented advantage.


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