1. The document provides tips for sales development professionals, including that it is important to focus on getting appointments with decision makers (attack the c-suite), follow up properly on all calls through confirmation and follow up emails, and that skills are overrated while attributes like work ethic and being prepared are more important. 2. It emphasizes protecting your time by only handling information once, shutting down distractions during call times, and batching emails after calls. 3. The numbers show that many calls and conversations are needed to secure qualified appointments, making it important to focus efforts and be efficient with time.

1. @OpenViewVenture
1
SALES DEV SOCIAL:
OWN YOUR NUMBER

2. @OpenViewVenture
2
It’s a numbers game
Protect your time
Attack the c-suite
Own follow-up
Skill is overrates
5 TIPS
1.
2.
3.
4.
5.

3. @OpenViewVenture
33
1. IT’S A NUMBERS GAME.

4. @OpenViewVenture
4
22
Dials to have a
meaningful
conversation
with a prospect
Of meaningful
conversations
convert to an
appointment
Dials to secure
one qualified
appointment
Performance of
meetings set via
phone v. email
1/3 66 2X

5. @OpenViewVenture
55
2. PROTECT YOUR TIME.

6. @OpenViewVenture
6
“Even brief mental blocks created
by shifting between tasks can cost as
much as 40 percent of someone’s
productive time.”
MULTI-TASKING IS HARMFUL, NOT
American Psychological Association

7. 7
@OpenViewVenture
Looking for more great sales content? Subscribe to get
the latest tips, tricks and research delivered right to
your inbox every week.
your email here SUBSCRIBE

8. @OpenViewVenture
8
Only Handle It Once
Save yourself time by doing
your research on a prospect
ONLY ONCE and properly
logging all information
Shut Everything Down
Stay focused by turning off
outlook, facebook, chat,
etc… during call time
One Thing At A Time
Increase activity levels by
sending emails in batches
after call times.
TIME MANAGEMENT: QUICK FIXES
O.H.I.O GO DARK DELAY EMAIL
8

9. @OpenViewVenture
99
3. ATTACK THE C-SUITE.

10. @OpenViewVenture
10
WHY THE C-SUITE?
Research makes
you relevant
Referrals
are your in
High
conversion
Gatekeepers
can help

11. @OpenViewVenture
1111
4. OWN THE FOLLOW UP.

12. @OpenViewVenture
12
Get commitment on
next steps live.
Schedule promptly
SCHEDULE
Confirm appointments
24 hours in advance
(do not give an out)
CONFIRM
Send a follow-up
email after every
call you have
FOLLOW-UP

13. @OpenViewVenture
1313
5. SKILL IS OVERRATED.

14. @OpenViewVenture
14
10 THINGS THAT REQUIRE ZERO TALENT
BEING ON
TIME
BODY
LANGUAGE
ENERGY /
EFFORT
WORK
ETHIC
HAVING A
PLAN
ATTITUDE
BEING
PREPARED
DOING
EXTRA
BEING
COACHABLE
PASSION

15. 15
@OpenViewVenture
QUESTIONS?

16. @OpenViewVenture
16
DAN HATCH
Director of Sales Dev
SmashFly
SALES DEV SOCIAL PANEL
MICHAEL SILINONTE
Sales
Formlabs
LARISSA CACIQUE
Bus Dev Rep
Datadog
MONICA RUGGERI
Bus Dev Team Lead
Salsify

17. 17
@OpenViewVenture
THANK YOU!