At 5000fish, your best interest is our best interest, even if your best interest is to go with another vendor. We never want a customer to purchase our products and regret the purchase later, which is why we endeavor to adhere to this mentality during the sales process.
Just like you, we can smell a sleazy, pushy salesperson a mile away. You know the type – they will do whatever and say whatever necessary to seal the deal. But this high-pressure sales technique creates headaches for both the customer and the vendor because the relationship becomes an uphill battle that’s further hindered by feelings of mistrust from the customer.
How Yurbi’s Sales Team Sells
Unfortunately, many software companies thrive on high-pressure selling. The salesperson hard-sells a customer and pushes the relationship responsibilities off onto the customer service representatives once the contract ink has dried. This isn’t a fun situation for customers or vendors to be in, which is why we won’t push Yurbi on any potential customer. Here is how our sales process differs from other software vendors:
We let the technology sell itself. We encourage our customers to do trials and test drive our software because we believe this is the only way a customer can truly know if Yurbi is the best fit for their business intelligence use cases. We have put a lot of time and thought into how our product functions and we want people to see exactly how our product works far in advance of purchasing Yurbi.
We try to educate our customers as much as possible. We believe in honesty, transparency, and being helpful. This is why our blog is full of educational articles about how to use our software and articles about how Yurbi stacks up against its competitors via our straight talk reviews. You’ll also find eBooks and webinars in Yurbi’s resources section about important, relevant topics within the business intelligence space.
We provide these educational resources to our customers to ensure that when they purchase Yurbi or decide to renew with us, they are making a well-informed decision. And in the case that Yurbi isn’t the right fit, we’ll make recommendations based upon a potential customer’s needs and will often direct prospects to other companies if we see that Yurbi won’t fulfill a prospects’ use cases.
We don’t hard sell. If you fill out a Yurbi form, we will never bombard you and try to hard sell you. Our salespeople serve as consultative customer success agents that educate potential customers and enable them to really test out Yurbi before a purchase decision is made. Additionally, our price model is designed to scale with each company’s size and usage needs, which means even the smallest companies with the smallest use cases can afford Yurbi. We’ve seen that after we educate customers and scale Yurbi’s pricing to their specific needs, our salespeople don’t need to hard sell and the sale becomes a win-win for everyone involved.
Yurbi’s sales approach isn’t typical in the software industry as a whole. Software sales tend to be very high-pressured primarily because of the influx of investment and Venture Capitalist (VC) funding. Once big money gets into the game, an investors’ primary focuses are to grow the companies they invest in to the point where they’re ready to sell to a larger company, or to where they’re ready to go public on Wall Street.
Both of these scenarios put stress on software companies to increase scale and revenue in a short amount of time. With VC funding, there’s a sense of urgency to grow quickly because there is a burn rate for that funding – it’s a finite resource. Software companies will deal with this pressure by hiking their rates, and by shortening their sales cycles and working to primarily sell to high-dollar value clients.
You’ll know you’re in a high-pressure sales situation if you experience any of the following situations:
The salesperson bombards you with information. It takes time to educate prospects and allow them to fully test drive a software product, which adds time to the sales process. That’s why most software vendors rely upon reviews and reputation alone to push customers through the sales process quickly. The salesperson will do this by inundating you with articles and research without encouraging you to verify any of the information presented.
The salesperson will push a limited promotion. A pushy salesperson will pressure you into purchasing a software solution by presenting a “limited time” promotion because they feel a sense of urgency to sell quickly. In these situations, the salesperson will present the promotion as a once-in-a-lifetime deal that will expire if you don’t act now, when in reality if you hold out for a while you’ll probably end up getting the better price.
The salesperson will ask you tons of qualifying questions. Right from the beginning, the salesperson will ask you a slew of questions about how many licenses you’ll need, what type of environment you’ll be using the solution in, and so on. But what you’ll soon realize is that the salesperson hasn’t used any of that knowledge to help you, but has asked the questions so that he or she can either check off a “to-do” box from their boss or find out if your contract will be of a high enough dollar value to continue pursuing.
The salesperson becomes more aggressive once you say, “No.” If a salesperson becomes more aggressive or even agitated with you once you tell him or her you’re not interested, you’re definitely in a high-pressure sales situation. Generally seasoned salespeople can take a “no” in stride, but in the high-growth environment of business intelligence, you’ll often find novice salespeople who are challenged by rejection and haven’t learned to handle the high-pressure sales environment in which they work.
The Bottom Line
We consider ourselves to be a “bootstrapped” organization because we have grown and operated without VC funding. This means we’re not affected by every whim of our investors, which allows us to take our time and focus on our customers’ needs. Though we have a lower growth rate than other companies in our space who accept VC funding, we have an extremely high retention rate in the 95th percentile.
However, just because a company receives VC funding doesn’t mean they’re not a viable option. For example, Domo is a major VC funded company with a very high-pressure sales process. The company has received $400 million in funding, and the reason why is because Domo’s technology is pretty amazing. Though the sales process is a good indicator of how you’ll be treated as a customer, you should ultimately make your BI purchase decision based upon whether the software is going to meet your company’s needs. The most important thing is to be aware when you’re in a high-pressure sales situation, and make sure you do a thorough job of researching and reviewing the software.
Adopting any new technology requires a commitment of time and money, but when it comes to business intelligence the ROI can be huge. In fact, a solution like Yurbi can pay for itself just in the time that it gives back to your team members, not to mention the long-term cost savings you’ll see with improved efficiency and accuracy.
To learn more about how a BI tool can help your organization, we suggest reading our free eBook “The Hidden Cost of Bad Business Intelligence.” If you’re ready to take the next step, the Yurbi Pricing Guide will provide you with everything you need to know to help calculate your BI costs and develop your usage strategy.