How to 10X Your Sales Development Team’s Productivity


Mark KilensVP of Content and Community at Drift

Brendan McManusManager, Account Management at Drift

Moderator: Scott Barker – Head of Partnerships at Sales Hacker

I’ll be blunt. Today’s buyers don’t care about your sales process. They care if and how you are offering them the solution to their business challenge. BUT…it’s not as simple as merely offering a great product and executing a sales process.

You have to be alongside your buyer throughout the entire buying process, ready to lend a helping hand at each and every stage. You are their tour guide, recommender, and trusted advisor on their path to purchase.

In this webinar replay, Drift’s Mark Kilens and Brendan McManus showed us how to use live chat to have better conversations and create a buyer journey that is actually about…well…the buyer.

What You’ll Learn:

  • How to introduce live chat to your sales team
  • How to analyze good and bad sales conversations
  • How to coach your team to have better conversations with buyers
  • How to align your sales development representatives (SDR) with account executives and your marketing team

Watch it here

Before helping found GTMfund, Scott spent 4 years at Outreach as Director of Strategic Engagement. He was in charge of aligning key relationships with VCs, BoDs, ecosystem partners and community members to drive revenue and strategic initiatives across Outreach. Scott initially ran revenue/partnerships for Sales Hacker (which was acquired by Outreach in 2018). Prior to Sales Hacker, he led and built outbound Business Development teams at Payfirma and MediaValet. Scott also advises for a number of high growth start-ups and is the host/author of The GTM Podcast and The GTM Newsletter. At GTMfund, Scott leads all fundraising efforts and runs the media arm of the firm. He’s also responsible for assessing investments, team management, LP/community relationships and GTM support for founders.

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