BTM Event: Yext VP of Sales Bryan Rutcofsky – How did you decide who to sell to?

Building the Sales Machine (BTM) Event Series: we post clips of the best questions that where answered during our live events, so you can take the best ideas back to your teams and companies for further discussion.

BTM: How did you decide who to sell to?

Bryan Rutcofsky:

• We used the yellow pages early on.
• We did a lot of market testing, we’d create a site to drive consumer traffic to test “are people looking for auto glass shops online?”
• Then once we confirmed they are searching online, we wanted to verify if it would result in a transaction via phone call
• For restaurants, we confirmed that this wasn’t true
• So we had to find businesses where the phone calls would lead to a transaction
• We had to determine if there was both consumer interest and interest on the side of the business to receive these calls

Bryan Rutcofsky serves as Yext’s Vice President of Sales. He is responsible for managing the sales team as well as the grassroots growth of our industry sites. Bryan joined Yext from FDN Communications, a Florida based telecom company, where he was a top sales performer and served as a Sales Trainer and Sales Manager. His expertise in sales and mentoring new sales professionals has been a key part of the success of Yext.  You can find him on Linkedin here, or on Twitter here.