The Power of Personalization for SDRs with Matt Reuter

Enterprise Sales Development (CIENCE)

In this episode of the Enterprise Sales Development podcast, we speak with Matt Reuter, Senior Director of Sales Development at RealPage. Matt shares his unique journey of getting into the SDR space and how he found a true calling and love for sales development. He discusses why personalization skills are key for SDR’s in order for them to communicate with prospects and stand out in an oversaturated market. Matt also talks about the value of bringing in outside perspectives on SDR teams and how RealPage is enabling its employees to reach their maximum level of productivity. WHAT YOU’LL LEARN What is personalization? How confidence leads to personalization Empowering SDRs through leadership and outside perspectives Growth, culture and creating opportunity within your company QUOTES “I think the cool part about sales management is the creativity that you're able to use, being able to find something personal about somebody and then frame it up in a way that makes sense from a sales perspective of why you're using that information to begin with and then why they should use your products” -Matt Reuter [06:01] “One of the things that we found is by limiting the SDRs world and shrinking their market and their focus down to certain products or a certain buyer, it really helps them to elevate and learn this stuff a lot quicker.” -Matt Reuter [16:50] “If you can personalize ten emails and get one reply, and that's one reply, and you send out 100 unpersonalized emails and get no replies, it was worth the hour and a half that you put in to personalize in those ten emails.” -Matt Reuter [21:38] “A non-negotiable for me is just a culture in which people feel like their work matters, they can see the results, and that we're producing high quality pipeline and meetings back to the organization. I talk to my leadership team all the time and say our main products are people and close one deals. If we're not providing value in those buckets, then they're paying us for nothing, because if our meetings aren't closing the deals and our people aren't getting promoted, then we're kind of spinning our wheels here in mud.” -Matt Reuter [25:17] TIMESTAMPS 2:35 Matt’s career journey 4:44 Building personal connections with clients 9:36 Creating an environment of personalization in sales development 12:41 Navigating the power dynamic in SDR roles 18:27 The role of confidence in SDR success 25:37 Product sessions, SDR workshops, and book clubs 28:27 Multifamily real estate and RealPage's hiring opportunities 36:23 How to connect with Matt CONNECT Matt Reuter on LinkedIn CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices