Yelp University Sales Training

Posted by Roselin R.

By: Tom F., Director of Sales Training


Did you go to college to learn how to sell? Me neither. Over 10% of Americans work in sales and related roles, but very few of us set out with that goal in mind. Whether you went to an Ivy League University or an obscure college, grew up with money or without, we’re all on equal footing when we place our first cold call.

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At Yelp University we give people the opportunity to learn the fundamentals of selling in an environment of positive energy and support. We spend most of the first week of training in the classroom, learning the basics of selling, the philosophy of Yelp and our advertising product, and the ins-and-outs of Salesforce. But you can’t learn cold-calling in a classroom. At Yelp you will be on the phones right away and will receive real-time coaching and feedback as our primary form of development in your first year. Yelp University’s mission is to empower our salespeople to win new business with integrity. We designed our curriculum to get you selling quickly and improving consistently.

Yelp Advertising brings local businesses more customers. The simplicity of the product and the relatively low cost of advertising make for an extremely fast sales cycle. This means getting more experience, more quickly than in software or enterprise-level sales. However, it does not mean that the job is easier.

Our most successful sellers are relentlessly positive, have an incredible work ethic, and are constantly learning and improving. Cold calling local business owners is not for the faint of heart. Most of your calls will not reach a Decision Maker (DM), and when you do reach one, they’re often reluctant to speak with you. Your mission is to engage DMs by asking compelling questions, speaking with conviction, and showing them how Yelp Advertising will bring them more new business than the cost of advertising.

Within two months of joining Yelp, you’ll be closing your own deals. With consistent production at the local level, you could be prepared for a career in leadership or enterprise-level sales at Yelp within your first two years. We are proud of the reputation our training program has. Both current and former employees often credit Yelp University with helping to prepare them for the next opportunity in their career.

Apply here (San Francisco, New York, Phoenix, Chicago) — it was the best career move I ever made!


Yelp’s Third Summer Sales Internship Sets Records

Posted by Roselin R.

By: Maggie M.

In June 2015, we welcomed 38 interns from 26 universities to participate in an 8-week long summer internship here at Yelp. This year, our new Chicago office opened its doors to our internship program for the first time -- officially joining our New York City, Phoenix, and San Francisco offices. Each intern was matched with a top Account Executive in their office who taught them the ins and outs of the role, coached them on the full sales cycle and helped them achieve their goals of pitching and closing their own accounts.

In their first month, our interns sat together as a team and worked with their Intern Manager, who oversaw their day-to-day and made sure each intern was successful. A typical day included presentations from veteran Account Executives or other Yelp employees, mentorship from their partner Account Executive, and team building sessions.

NYC interns dressing the part

The internship program is modeled after the Account Executive role, and our interns go through our formal training process to learn everything from Yelp’s overall mission to advertising packages, and how to sell the Yelp product to local businesses. By the end of the 8th week, the interns were successful in setting appointments for Account Executives as well as closing their own deals.

SF interns enjoying a frozen yogurt break

It wasn’t all work and no play for our interns! During their breaks, they got creative with snacks in the Yelp Kitchen or relaxed over a game of ping pong. They even had the opportunity to explore the local area around the office with offsites, team lunches and happy hours! As our interns return back to their universities, they’re taking back the epic friendships and unique experiences they gained at Yelp with them.

Hiring for next year’s internship program will begin in Fall 2015. If you’re interested, check out the Yelp Careers page for full details and the application.



Day in the Life of a Dublin Sales Manager

Posted by Roselin R.

For today’s spotlight, we’re traveling across the pond to our beautiful office in Dublin. Meet Madison W., an Associate Sales Manager who actually relocated from our San Francisco headquarters to continue her career in Ireland. Her director Deena W. tells us she had to learn to sell into a new market and a new language (she sold into France for her first 6 months!), and then adapted once again to sell into Dublin. She also recently got promoted to manage the French team. Sound like your dream job? Check out our open positions at yelp.com/careers, and you could be the next Madison!



Madison W., Associate Sales Manager


1. Why do you love being a part of the Yelp team?

“Work hard, play hard” is a motto I learned at Yelp and have come to love. Like everything in life, there comes challenges. The positive environment at Yelp keeps me motivated and reminds me that that every roadblock is a learning experience. And let’s not forget the awesome people I have the pleasure of working with! I found out about the AE position through a mutual friend. He always spoke so highly about working at Yelp and I was a huge fan of Yelp as a site - so I thought I’d inquire. The minute I walked into the office for my interview, I immediately felt the energy and thought, “This is the place for me.” Four years later - I still feel the same way.


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Snapshots of the Dublin office, Yelp’s European headquarters


2. What is a typical day in the office like for you?

Since I have recently been promoted to a manager - my typical day has changed a lot! I rely so much more on my calendar to keep me organized and up to date on the day's events: 1-1’s, team meetings and trainings, just to name a few! Life at Yelp is always changing. Business owners in France have been asking for resources to help them better understand online reviews, so starting next month, I'm hosting free online webinars to help them get up to speed.

Since my team consists of both veteran reps and new hires, I am splitting my time between shadowing calls, helping them with development items, going over recorded calls and overall creating their roadmap to success. 

Keeping the energy alive on my team and in the office is a huge part of Yelp’s culture. To keep the team culture fun, we have team lunches, the occasional game and of course lots of laughs!


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Madison taking a billiards break with some co-workers

3. What’s your advice for someone who might be interested in the Account Executive role at Yelp?

Since Yelp was my first job out of college (literally) I was worried because I hadn’t had any sales experience. In hindsight, I think this was actually a good thing!  It kept me open and willing to learn all the time.  I was like a sponge, always open to feedback and in turn, implementing the feedback as it came. My best advice would be - stay positive and work hard everything will fall into place.


4. What’s your favorite thing about living in Dublin? What are you up to when you’re not at work?

The thing I love most about living in Dublin is the cozy feeling of the city. Seeing as how I did a lot of meetings in person (the luxury of selling into the city I live in), I have gotten to meet many business owners and discover what makes all of these places so great! Dublin has a thriving scene for cool eateries, craft brews, locally made art, and is always full of cultural happenings! I love to go on walks along the canal, go to the local pub for a pint, check out the occasional gig at Whelan's and visit all of the new restaurants that pop up each month.


Day in the Life of a Senior National Account Executive

Posted by Roselin R.

Welcome back to our ‘Day in The Life’ series! Did you miss us? Today’s spotlight features Mike S., who is in his third year on Yelp’s national sales team. Currently a Senior National Account Executive, Mike works with some of Yelp's biggest accounts and is the living definition of tenacity. His manager Michael B. tells us, “Mike is a reliable sales target crusher, is adept on the soccer pitch and more than competent in Mandarin and Japanese.” In other words, he is a man of many talents. Always the consummate team player, Mike routinely acts as a willing trainer for on-boarding new Mid-Market AE's and is an inspiration to his team and those around him. Wanna be like Mike? Head on over to yelp.com/careers!


                                              Mike S., Senior National Account Executive

Why do you love being a part of the Yelp team?

The work, the people, and the environment. I get to work with some of the smartest and most talented people in this industry (both co-workers and clients) on really interesting projects. I’m learning something new everyday, at a company that is at the cutting edge of redefining the way that customers and businesses interact around the world. Plus, I’m super spoiled by our awesome coffee bar baristas.


                                        Mike and team at an offsite by beautiful AT&T Park


What is a typical day in the office like for you?

No two days are alike, but everything I work on goes towards helping our advertising clients grow their business. I work with new advertisers, so I may be studying up on new clients, meeting with them, learning about their strategies, recommending how they can maximize Yelp, or launching their programs.


What’s your advice for someone who might be interested in the National Account Executive role at Yelp?

Love the process and be interested in our industry and business at large. Be insatiably curious, and passionate about the big picture of Yelp (connecting people with great businesses). Value your clients and their goals, and look for ways to create win-win scenarios for businesses and their customers. Be interesting and special in your own shoes.

What’s your favorite thing about living in San Francisco? What are you up to when you’re not at work?

I’m a huge Pho fan (Vietnamese noodle soup) and always hunting for the best in SF. I love Golden Gate park for soccer games, running paths, frisbee golf, and amazing museums. I love the micro-neighborhoods and their individual personalities. It’s super cool to me that you can walk down the street and hear a half dozen different languages being spoken from block to block.




How to impress your boss at work (the right way)

Posted by Roselin R.

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By Fortune Insider

MPW Insider is an online community where the biggest names in business and beyond answer timely career and leadership questions. Today’s answer for: How do you stay motivated at work? is written by Erica Galos Alioto, vice president of local sales at Yelp.

I am most motivated when I’m learning something new, which is why I always try to engage in at least one project outside of my everyday responsibilities at work. This can be something directly related to my role at work, like completely rethinking a particular process that we may have had in place for years, or a side job, inside or outside of my company. After a number of years in a particular role, you (hopefully) start to master it, and become more of a teacher than a student. So finding outside interests that create value and allow me to learn are key to staying motivated in my day job.

However, there are a few things to consider when you’relooking for a new project at work. First, assess whether or not it’s appropriate to simply ask your manager for more interesting work. Often times when employees ask me for an additional opportunity I don’t have one immediately available. To ensure your boss will think of you when new opportunities arise, it’s best to show a deep interest in a particular aspect of the business. This way, when a projectcomes up in that area your manager will automatically think of you.

But perhaps the best way to get a new project is by startingthe project yourself. For example, by saying “I’ve been thinking a lot about how we do XYZ and I think we could do it better. Would you mind if I took a stab at a new way of doing this and test it out?” I love receiving this kind of interest from my team, for two reasons. First, showing this kind of initiative makes my job easier because it allows me to see the areas of interest and begin to create a path for my employees to expand upon those interests. And second, it shows me they are engaged in the business and thinking strategically about it, rather than just going through the motions. Additionally, it’s a great way to stand out from your peers. When I’m making promotion decisions within my team, I often seriously consider the people who are finding ways to add value beyond what is expected of them.

If you’re interested in pursuing a side job outside of your current position, the best piece of advice I can offer is be sure to vocalize that interest. A few years ago, my company started a new foundation. I wanted to be involved, so Iasked how to get more information on the initiative. Before I knew it, the CEO and COO asked me to join the foundation’s board. If I didn’t express my interest directly to them, they never would have known I wanted to get involved. The work I am doing on the Yelp Foundation is some of the most fulfilling work I do, and as a result, serves as a motivator for me to do even better work in my day job.



Yelp voted 10 coolest companies to work for in the Bay Area!

Posted by Roselin R.

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Headquartered in San Francisco, Yelp helps consumers discover, connect with, and review local business, which includes everything from restaurants to doctors and dog groomers in cities around the U.S. and 29 countries. Company culture is based on creating an energetic work environment with a collegial atmosphere. Yelp employees widely appreciate this fun and friendly atmosphere as well as the open management style. As one employee states, “My manager listens to me and responds to issues within reason. The sense of ownership of what we are doing is tremendous, and I’m proud to say I work here. I feel valued and wake up excited to go to work.”

Yelp also encourages employee development by providing formal leadership development programs, onsite training, weekly one-on-one meetings, and quarterly conversations with managers. In addition, employee perks include an onsite barista, stocked kitchens, a nap room, game rooms, and colorful event celebrations. Each quarter, managers plan off site outings with their team to build camaraderie and take their mind off of work.

Community service is encouraged through the Yelp Foundation, created to support community and small business growth by making grants to local nonprofits that are actively engaged in those initiatives. At the end of the day, Yelp strives to be a company that people are excited to work for and where employees are truly passionate about local businesses.



Yelp Chicago Office

Posted by Roselin R.



Yelp opens in Merchandise Mart; office is its first in Midwest

Posted by Roselin R.

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Last year, Yelp announced it would open a Chicago office and employ 300 people.

By the time Mayor Rahm Emanuel cut the ribbon Thursday to officially open Yelp’s first Midwest office, that commitment had grown to 400. That office is on the fourth floor of the Merchandise Mart.

“This is an iconic building and it’s a testament to Chicago’s past, but with 1871 here, Yelp here, with also Motorola upstairs, we’re reinventing the future,” said the mayor, mentioning other innovation and technology companies that have moved to the building.

Yelp, an online business review company, is expected to hit that 400-employee target in the next 12 to 18 months, according to a press release distributed by the mayor’s office.

“I’m excited because this is much bigger than what we initially thought,” the mayor said. “When a CEO finally says ‘OK, we’ll open up an office, we’ll take it as a pilot and that means 400 jobs coming to the city of Chicago, I like a lot of pilots like that.”

Chicago was a “perfect home” for Yelp’s only Midwest office, said the company’s co-founder and CEO Jeremy Stoppelman.

“Chicago is a vibrant town that prides itself on local businesses and the talent of its people,” said Stoppelman. “We chose Chicago to tap into the city’s extensive talent pipeline.”

To do that, Yelp is partnering with Skills for Chicagoland’s Future, a public-private partnership that matches job-seekers with companies that are hiring. SCF works primarily with unemployed and underemployed Chicagoans; it will be in charge of screening candidates and submitting applications to Yelp for review.

“This city is about great jobs, great places to work and great places to give everybody a chance at a job,” said Marie Trzupek Lynch, SCF’s president and CEO.

Partnerships, new companies and investment in education and public transportation “ensures that Chicago has a future that it didn’t have four or five years ago,” said Emanuel, who is in a tight mayoral race; he faces Jesus “Chuy” Garcia in an April 7 runoff election. “We need to do the hard things, the necessary things to build [a bright future].”

Yelp, founded in 2004, has offices in 29 countries. Chicago’s new hires will join more than 3,000 Yelp employees worldwide, Stoppelman said.

The open-concept Chicago office, which Stoppelman said is one of the company’s most historic offices, has a training room, a cafeteria and a “genius bar” modeled after Apple’s.

“[The office] is really about making Yelp a household name when it comes to reviews and really to encourage people to connect with great local businesses,” said Nicole Warshauer, Yelp’s regional community manager. “Having the office in Merchandise Mart is really important and is kind of speaking to that, making sure we are well-connected and supporting the city.”




Working moms: Stop pretending everything is perfect

Posted by Roselin R.

Honest and open conversations are necessary for keeping mothers in the workplace.

MPW Insider is an online community where the biggest names in business and beyond answer timely career and leadership questions. Today’s answer for:If you’re a working mom — have you experienced workplace bias? If so, how do you respond? is written by Erica Galos Alioto, vice president of Local Sales at Yelp.

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I am fortunate enough to work at a company that places great value on working moms, and have worked here ever since having kids, so I can’t say I have ever experienced the kind of bias Katharine Zaleski describes in her article. I do think, however, that it’s important for those who manage or work alongside working moms to be aware that many of us tend to put a lot of pressure on ourselves to prove we can do it all, and it’s helpful when our managers or peers can take some of the pressure off.

Returning to work after maternity leave is difficult (as anyone who has done it knows). Typically, when women return from maternity leave, we are getting very little sleep (4-5 hours max.), are experiencing hormone overload, and are struggling with confidence as we have been absent from a role for 6-12 weeks (or longer in some cases). In addition to feeling at our worst both physically and in terms of body image. Add to this the fact that someone has taken over our role while we were out, which can make transitioning back into it awkward and the fact that many moms experience separation anxiety from being away from their infant for the first time.

All of these factors can lead working moms to become overly stressed and consumed with feelings of guilt – a feeling that they are never able to give 100% to any part of their life. I certainly felt this way the first year or so after I had each of my children. But then I realized something: as a working mom, I have a unique value. Not only do I bring a perspective that is different from many others, but I can also be a role model for other women (and men) in the organization who plan to have children at some point. Finally, as Zaleski points out in her article, because I have a limited amount of hours I can spend at the office, I became much more efficient and productive. I can get more done in 8 or 9 hours than I used to do in 10, because I don’t have the luxury to be able to waste time when I’m at work.

I am part of a mothers group at work, which, among other things, provides support to new moms who are coming back to work and trying to navigate this experience. It often means just having open, honest conversations with our managers about what we are experiencing and finding a healthy balance that works for everyone. I found that when I did so, and stopped pretending like everything was perfect, my manager was completely supportive, and never flinched if I unexpectedly had to work from home once in a while because of a sick child, or if I was going to be in a little late because something was happening at my child’s school and it was important to him that I was there. The more supportive we can be of mothers in the workplace, the longer working moms will stay there.


Welcoming Eat24 to the Yelp Family

Posted by Roselin R.

Eat24 joined the Yelp Platform as a transaction partner in 2013 and since then we’ve been looking at them, well, the way they look at bacon.  We couldn’t resist any longer and I’m excited to announce that we have officially brought them into the Yelp family!

For those of you who haven’t used the service, its mission is to keep you from having to cook, shop, or wear pants. Eat24 is an online food ordering app and website that covers about 20,000 restaurants across the country. As a Yelp Platform partner, they’ve been a valuable driver of our growth in the restaurant category while continuing to build an impressive business of their own.

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Online and mobile food ordering is still in its infancy and restaurant and food searches are extremely popular on Yelp. We believe that the acquisition of Eat24 will allow us to build a better, more seamless ordering experience for consumers that we can grow through 2015 and beyond.

We are excited to welcome the Eat24 team to Yelp as we work on delivering the best local search and transaction experience available to consumers and great local businesses.