Enterprise Sales Development (CIENCE) Mastering the MATT Framework: Unlocking the Secrets to Successful Sales Development
10 snips
Apr 17, 2024 
Jimmy Chen, Sr. Director of Sales Development known for creating the MATT framework (Messaging, Activities, Targeting, Timeline). He explains why messaging is the first lever and how to design alternative CTAs. They debate measuring response versus outcomes and using probabilistic thinking. Discussion covers disciplined SDR activities, cold calling revival, and smart targeting of companies and personas.
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Build A Scientific Messaging Process
- Do build a messaging framework and iterate scientifically rather than rely on anecdotes.
- Use A/B testing, channel-specific experiments, and capture systems so reps and managers can measure what truly resonates.
Treat Responses As The Beginning Not The Goal
- Recognize that a response is only the start of the funnel, not the outcome.
- Design follow-up plays beyond 'book a meeting' like content clips, offers, or curiosity-driven asks to create better next steps.
Technical Hires Failed Without Sales Training
- Jimmy learned technical hires lacking sales training underperformed at HackerOne.
- Training reps to hold a specific high-level conversation produced more relevant outreach than hiring deeply technical people.
