If you didn’t know him, you might consider Matt Amundson (@matty56) a workaholic. Passionate and dedicated to his work as the Vice President of Sales Development and Field Marketing at EverString, Matt’s first 30 days with the company began at 5:30 a.m. and ended at 10:30 p.m.
And he loved every minute of it.
Every second of that time was spent living, breathing and selling all things EverString, an artificial intelligence platform for accelerating pipeline growth in customer acquisition. He called and emailed every single person he could to get a response, trying to get them as excited as he is about what the company is doing.
Why? Because he believes a person’s first 30 days with a company are all about action. Action, and the success that follows, are familiar topics for Matt, who was responsible for building the SDR team at Marketo prior to joining EverString.
Though he values work-life balance and the time he spends with his young family, it’s still not uncommon for Matt to be the first person to arrive at the office and the last to leave. Matt’s sales process focuses on the big picture, while making sure the little things don’t fall through the cracks. He is ambitious, fearless and will, by the way, take meetings for cupcakes.
- Sell to People, Not Companies: Starting at the top of the funnel and working your way down is a sales strategy that brings the big picture into focus. Most sales people wake up in the morning thinking about the companies they want to sell to, instead of the actual people that fill the roles able to buy at that company. Figure out what their personal motivations, incentives, and interests are and talk to them like human beings.
- Get Over Your Fears: President Franklin D. Roosevelt’s famous words about fear are just as true in sales as in anything else. The only thing to fear is fear itself. Truer words were never spoken, particularly in the sales world where fear is one of the most debilitating hurdles. Stop being afraid of sending the wrong content, calling the wrong person, hearing no or talking to strangers.
- Do More: When in doubt, do more. Come in early and stay late. While most CEOs will stop and take note, don’t do it to show off. Do it because you believe in what you’re doing. Show up to work every day because you’re passionate about solving problems for customers and striving to be better.
- Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.
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I’ve led two companies from $1 million to more than $10-million, and one from $1-million to bankruptcy. Today, I work with entrepreneurs who don’t realize they are the VP of Sales as well as individual salespeople to 10X their revenue using a proven, step-by-step, sales methodology.