Jay Tuel Rainmaker 2015
Transcript of Jay Tuel Rainmaker 2015
What I’ve Learned From Sales Development
Jay Tuel @JayTuel
#Rainmaker2015
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
#Rainmaker2015
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?”
#Rainmaker2015
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
#Rainmaker2015
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
#Rainmaker2015
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
#Rainmaker2015
Have Fun
• Sales Development is tough, make it fun
• Create SPIFs to motivate team to achieve monthly/quarterly goals
• Cultivate a team first atmosphere
#Rainmaker2015
Thank You!
#Rainmaker2015