Tim Yandel is Chief Revenue Officer at Imubit, which sells closed-loop AI process optimization to refiners and chemical operators, with deals of half a million to over a million dollars a year in license alone. He has spent more than twenty years building revenue teams. He started as a technical recruiter in Chicago, then moved into software: he ran global sales at Sama in computer vision and data labeling, and was CRO at Regrow, selling carbon verification into Nestlé and Unilever. Along the way he closed a $29.4M contract that began as a $20,000 pilot. His approach to enterprise sales centers on finding the buyer's personal critical event, removing the fear of messing up that sends most deals to no decision, forecasting on the assumption that deals slip, and using RevOps as a force multiplier. He is a University of Illinois Urbana-Champaign graduate and a Pavilion executive member.
“When you're selling software, there is no critical event that's naturally aging. So you got to find it within the person you're talking to.”
“It was a personal kind of motivation that ended up being like the emotional tenet of driving that deal forward. And then you just back it up with ROI after that.”
“In enterprise, 85% of deals don't get closed lost to competitors. They get lost to no decision.”
“It's not FOMO, which I'm sure you've heard. It's FOMU, which is fear of messing up.”
“If the pipeline is fake, then that's an empty pillow to sleep on.”
“It's not about more urgency, it's not about more ROI, that stuff can backfire a lot if you don't get to the emotional driver.”
“I don't care what sale you're in, but it's always stage three. It doesn't matter, it's where the pipeline bundles up.”
“If you have 20 things in your product that are worthwhile, just say no more than three.”