Matt Amundsen, VP of Sales Development and Field Marketing explains how you can update your sales development playbook for today's complex buyer's journey.
The Top 5 Social Media Metrics Your CMO Wants to See
The New Rules of Sales Development in an Account-Based World
1. @BrightFunnel #FunnelFest
The New Rules of Sales Development
in an Account Based World
Matt Amundson, VP of Marketing and Sales Dev
matt@everstring.com
@matty56
2. @BrightFunnel #FunnelFest
The New Rules of Sales Development in an
Account Based World
Matt Amundson: VP of Sales Dev & Field
matt@everstring.com
@mattya56
3. @BrightFunnel #FunnelFest
My personal history
Grew from $400M to $2B
in annual sales
Acquired by Essilor for $530M
IPO, Acquired by Vista $1.8B
Acquired for $4.3B
4. @BrightFunnel #FunnelFest
1. Sales Development is a part of marketing
2. Use AI to do your account selection
3. Be a human being
4. Be personal … but be relevant
5. You must have a structure
6. Use every channel to maximize results
7. Try new things
8. Don’t Bench Brady
The New Rules of Sales Development
14. @BrightFunnel #FunnelFest
B2B Professionals have been trained to …
•Operationalize processes that scale
•Cast a wide net
•Focus on volume
•Monetize relationships
#3 Be a Human Being
15. @BrightFunnel #FunnelFest
B2B Professionals have been trained to …
•Operationalize processes that scale
•Cast a wide net
•Focus on volume
•Monetize relationships
•“Play your part”
#3 Be a Human Being
22. @BrightFunnel #FunnelFest
#4 Be Personal …
Subject Lines:
• “Your Experience at Apttus and Marketo”
• “Maria, Your Team is Amazing at Demand Generation”
• “From Scarlet Knight to SVP of Marketing, Wow”
30. @BrightFunnel #FunnelFest
#8 Don’t Bench Brady
CEO/CMO
Director
DG
Programs
Manager
Director
MOPs
MOPs
Manager
Director
SDR
SDR
Manager
VP
Marketing
31. @BrightFunnel #FunnelFest
1. Sales Development is a part of Marketing
2. Be personal, but be relevant
3. Use every channel you can
4. Always try new things
4 Quick Take Aways