Jimmy Chen
Senior sales development leader and Sr. Director of Sales Development (currently at Envoy) known for developing the MATT framework (Messaging, Activities, Targeting, Timeline) and leading large SDR teams at companies like Lattice and HackerOne.
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Apr 17, 2024 • 50min
Mastering the MATT Framework: Unlocking the Secrets to Successful Sales Development
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.
