What I’ve Learned From Sales Development

Jay Tuel @JayTuel

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Jay Tuel Director of Sales Development

#Rainmaker2015  

Demandbase

What I’ve Learned about Sales Development

•  Stand out •  Align with Marketing •  Utilize Sales Tools •  Always get better •  Have fun

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Stand Out

•  C-Level/VPs/Directors receive hundreds of emails a day

•  Tell them how you are going to help their business, not what solely what your company does

•  Always be thinking, “What’s in it for me?”

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Align w/ Marketing

•  Use Marketing Automation

•  Make campaigns highly targeted based on key company attributes/technologies

•  Use multi-touch campaigns, have call-to-action be easy to respond to

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Utilize Sales Tools

•  Sales tools will help you grow your target number of accounts

•  Can let you know who your hot leads are

•  Will help you connect with more people live on the phone

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Always Get Better

•  Sit on as many calls as you can with your AE, throughout sales lifecycle, not just discovery

•  Learn about a day in the life of other sales/marketing positions – Sales Engineers, Customer Success, Demand Gen

•  Go above and beyond to show you are ready for the next step

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Have Fun

•  Sales Development is tough, make it fun

•  Create SPIFs to motivate team to achieve monthly/quarterly goals

•  Cultivate a team first atmosphere

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Thank You!

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