The document provides tips that Jay Tuel has learned about sales development. It recommends standing out from others by focusing on customer benefits rather than just product features. It also suggests aligning sales development with marketing by using targeted, multi-touch campaigns. Utilizing sales tools can help identify hot leads and connect with more prospects. Sales developers should always seek to improve by observing experienced salespeople and taking on additional responsibilities. Having a fun team atmosphere can help motivate the sales development team.

1. What I’ve Learned From
Sales Development
Jay Tuel
@JayTuel
#Rainmaker2015

2. Jay Tuel
Director of Sales Development
#Rainmaker2015
Demandbase

3. What I’ve Learned about Sales Development
• Stand out
• Align with Marketing
• Utilize Sales Tools
• Always get better
• Have fun
#Rainmaker2015

4. 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

5. 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

6. 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

7. 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

8. 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

9. Thank You!
#Rainmaker2015